Communication

Being the seventh person

Solomon Asch was a pioneer in Social Psychology. He designed and conducted a series of many experiments trying to understand individual judgment, including moral and ethical judgment, and the powers that, for better or worse, influence it.

The number of participants in the experiments varied, but often there were eight. One of them was always told they would be part of an experiment on visual judgment. This person believed the other seven people were told the same thing and were participating in the experiment on the same terms. What they didn’t know was that the other seven were all actors following a script.

It is stunning to realize that there was no instruction to conform given, suggested, or even implied. Not from the experimenter. Not from the other participants. The pressure and demand to conform came entirely and completely from the pressure the person put on themselves. They were their own executioner.

There are many, many situations in life in which each of us is the seventh person.

Painting 2022 with your palette of dreams

This week right now is for dreaming your 2022 into being.

2021 was all about What do I need to do to survive?

2022 does not have to be more of 2021. 2022 can go way beyond a survival endurance contest.

2022 can be about dreams that come true. Don’t look to the world for permission. There is no “Dream-Come-True Licensing Entity” that’s ever been any good.

You are your own licensing entity. You are the one who gives yourself a license to dream and to paint those dreams into reality, to make them come true. Or not.

Don’t limit your dreams by what other people dream.

A night of goodness

I love tomorrow’s holiday, a great tradition born on a chilly November night, exactly 400 years ago.

Dreamed into being in 1621 by a tough people after endless struggle through long periods of great hardship, tremendous hardship, more than we could ever imagine.

They sat down together as community, and enjoyed a moment of peace, for the simplest of purposes: to be grateful. Together.

Their hardships were not over. Far from over. This moment was no more than “a time out.”

It was a, “Let’s stop what we’re doing and create a night of goodness.”

It was also a perspective shift: “Let’s step back and admire what we’ve created amidst the swirling winds of adversity.”

Executive presence doesn't work with training wheels

Many executives who come to me for executive coaching come prepared with their word-for-word script.

What’s the problem with speaking from a script when you’re giving a presentation?

Well…what does a script say about your mindset? About your thoughts and feelings about yourself? Your feelings about the audience? About your true power?

Having a script sends out a lot of messaging about you that you might not want to be sending.

Disarming hostility with words

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One afternoon I received a call from the City of Berkeley, a charming little city right next door to the one where I work. The person calling asked, “Would you like to give back to the community?”  I said I would love to.

He told me that there was a group of teenagers who were in an “alternative program”.  They needed to learn communication skills and would I teach them for free?  I said, “Sure.”

Then he told me they had all been charged with violent crimes with weapons and were now in a program that was an alternative to prison to help them learn how to deal with life so they wouldn’t resort to more violence.

The City felt communication skills should be a big part of what they needed to learn.  I said, “Absolutely”, I was happy to help.  I donated a series of Saturday mornings.

On the first Saturday morning, I arrived at the office and they were outside waiting for me. 17 large, much larger than me, and sullen.  Eyes filled with resentful distrust. They filed inside the training room and sat down, refusing to make eye contact, looking around the walls, at the floor and out the window. Acting like they couldn’t hear me.

It was easy to see none of them wanted to be there. I quickly figured out they must have been told, “You can do this program or you can go to jail.  And you have to do this communication training as part of the program.”  I started to laugh because I was suddenly struck by the thought, “Well, given the choice, I really am better than jail.”

They weren’t in prison, but they had the sullen faces and defiant eyes of prisoners.  And now they were my prisoners.

I wasn’t in a rush.  My eyes took them all in.  They were from a part of Berkeley I had never seen.  They weren’t from the tree-lined neighborhoods, nor were they from 4th Street where so many charming shops are.  No, they lived in a world I had never encountered.  A world I knew nothing about.

How do you cross from one world into another?

I said, “Communication is about how people exchange ideas.  There’s nothing more powerful than an idea, your idea.  But only if it’s effectively communicated.” 

“I’m going to teach a communications course now. People tell me it’s pretty good. That does not mean that you’re going to like it.”

“I only teach people who want to learn. It’s perfectly okay with me if you don’t. If you’re not interested, feel free to take off.  Or you can check out the rest of the office or hang out outside.   Out back there’s a large deck and a grapefruit tree with a lot of grapefruit on it. The grapefruit are really good if you like grapefruit. Feel free to take some grapefruit with you when you go.”

“I only want the people to stay in the room who really want to learn about communication. The rest of you should feel free to leave or wander around.”

I honestly thought they would all get up and go.  About half the class left.  I went around the room with the ones who stayed and found out what each had done to get them into the program. Pretty scary stuff.  

I began to understand their world.  And I understood them.  Then I started to teach them.  In their language, for their world.  And I began to teach them my language.  And a new world.

It went well.

The next Saturday, the whole class was back. Turns out the ones who stayed told the others they had to come back, “and learn this stuff”. It was funny because there was one girl who literally dragged this really huge guy into the room by the ear, sat him down in the chair and sternly poked her finger at him and told him to pay attention saying, “You need this!” She kept him in line.

It was funny, they actually kept each other in line. When one of them started to act up, the others would get on them and tell them to pay attention.

Anyone who’s had coaching with me knows my students do a series of challenging drills or exercises that demand tremendous communication competence.

I put these kids through the toughest of drills.  Their communication skills needed to match up to the world they lived in, a world that cut them down every chance it got.  I demanded more, got more and only passed them on a drill when their ability was stable and would hold up to and penetrate the fierce violence they faced every night.  It was a lot of practice.  Scenario after scenario.

In this way, they developed some heavy-duty communication skills, one skill at a time, with me challenging, challenging, challenging.  We did this until they could get their ideas across and make themselves understood.  Until they could understand others.  Until they could confront and disarm hostility with communication alone.

As we went on, they treated me with more respect than I usually get from a typical corporate audience. When you earn their respect, it’s powerful.  They treated me like a queen.  They really made me feel special.

Then, the funniest thing happened. The class would be over around 12 PM and I would go to my desk to work on my weekly admin.  And they would hang around, cleaning the place. They would straighten chairs, empty trash, pick grapefruit up from the ground and put it into bowls (laughing here – turns out they hated grapefruit and never took any home after the first time they tried it).  They put order back into the place.

They liked the space.  They took care of it.  They hung out and would occasionally wander into my office to talk to me.  They asked a lot of questions.

We soon finished the series of training sessions and came upon their graduation. They were walking out as people who could handle the world around them, their world, with communication, as skilled communicators. There was a feeling between us that’s impossible to put into words.  Respect, admiration, love.  And, most important, hope.  There was hope in their eyes.  I wished them well.  We were all a little sad.

Then, a couple of weeks later, to my surprise, they started showing up again.  I would be working in my office and they would come around. They would clean up around the place, straighten things up, pick grapefruit.  Sometimes they would wander over to tell me something.  Sometimes they would just hang out.  I loved listening to them chatting, talking, good naturedly teasing each other, laughing.  Their voices created a music that only the voice of friendship creates. It was a completely different tone than the first time.  They were doing well.

As far as I know, none of them ever got into trouble again.  My purpose was to help them live out what C.S. Lewis meant when he wrote:  Hardships often prepare ordinary people for an extraordinary destiny

I know that the ability to communicate gives people that chance.

Our two worlds could not have been more different. The first time we looked into each other’s eyes, we were looking into very strange territory for each of us.

What united us was a hard-won understanding.

Only understanding enables us to cross into another’s world, and for them to cross over into ours.  And only communication enables us to build that bridge to cross.

Once we crossed over, we found ways to help each other.  It’s help that seals the deal in any relationship.  It’s help that builds our strongest relationships.

I helped them.  They helped me.

Understanding and then help.

I started this series with an article about How to Melt Resistance.  It’s clear that understanding is the key.  It’s always the key.  And it’s communication that makes that key turn in the lock.

You can fight.  Or you can communicate.

You can fight.  Or you can help.

They taught me as much as I taught them.  They understood me as much as I understood them.  They helped me as much as I helped them.

I don’t know if I gave back to my community. 

I do know that we became community.  A beautiful one.

Communication, understanding and help.

Be the cause!

Mastering the outcome before the outcome

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Over the past few weeks, I’ve been writing a series about what real listening and acknowledgements are all about.  The emails I’m getting from readers as they put these ideas into action are nothing short of celebrations.

 I’m also still getting emails from people who think the reason I recommend this approach is because it “works”.  Well, it does “work”. But I want to give new definition to what “works” means.

“Works” to most people means getting the outcome they want.  

My definition of “works” is simple.  “Works” means I’ve reached a tremendous understanding between me and the other person.

Yes, I am outcome-driven and others are never misled or unclear about the outcome I want. 

But what I MOST want from a conversation or meeting is a real depth of understanding to flow between us. 

I simply believe in and value the magic of understanding.  It’s what drives me.  When that happens, the outcome takes on a life of its own and it’s always good.

But my definition of understanding is frequently much deeper than most people’s.

I’ve heard others say, “We understand each other, we just don’t agree.”  But I can tell from their tone that they’re missing that great feeling REAL understanding brings.  They haven’t gotten the other person to fully understand them and they don’t understand the other person sufficiently to feel REALLY good. Real understanding results in feeling REALLY good.  You can check your own feelings to see how good you feel.

Agreement is a byproduct of incredible understanding. The outcome you achieve is also a byproduct of understanding.  When you know this, you can focus on making happen what’s really important.

And then you can create profoundly excellent, beautiful communication between you and the other person that results in real understanding.

That is such a beautiful outcome in its own right.  The outcome before the outcome.

Yes, it’s true that when you have another person thus engaged, you can persuade them.  Their minds are open.  And so is yours.  And so, good outcomes happen.

When you step back and study the natural laws that apply to all human beings, to all humanity, it becomes clear that what really creates agreement is the depth of understanding you create.

I see often how people distract others from really understanding them.   They’re filled with anxiety, they’re tense, uncomfortable.  They overwhelm others with details.  They’re demanding, forceful, their affinity is too low.  They’re not clear.  They’re not listening so no one listens to them.  They’re not acknowledging others’ point of view and so others get resentful.

I don’t have room in one article to list all the mistakes people make.  They are TRYING to be understood.  They are TRYING to understand.  But unknowingly they put barriers in their own path and then don’t know how to overcome them.

They stop SHORT of achieving the depth of understanding I’m talking about.  And then they’re unhappy about the “outcome”.

When you really learn how to express yourself, and how to respond extremely well to what others say, they relax and begin to understand you, they become open.  It looks like a miracle.  It is.

This week try this:  Pick a conversation.  Go for a deeper level of understanding.  Make THAT your “outcome”.  Wait for the magic.

Tell me about it.

Next week I’m going to tell you a story of something people said “couldn’t be done.”  And it was.  Way better than expected.  With understanding. 

Be the cause!

The two most powerful words in any language

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Fred burst in like a tornado 15 minutes late for the workshop, disrupting the flow.

“Sorry I had to be late,” he said.  His voice carried no tone of apology.

Then he went on to explain that “they” were mandating that he take this workshop. But as an SVP with great experience, he’d already taken thousands of workshops “just like this one” and didn’t feel like it was “a good use” of his time.

Then he sat back and waited for my reaction.

I simply said, “I understand.”

His eyes searched my face.  But all they found was understanding.  Why?  

Because I understood.

He looked at me disbelievingly, waiting for more.  Waiting for argument. Waiting for disagreement. Waiting for me to defend what I was doing.  Waiting for me to “sell” him on the benefits of the workshop. 

I simply said, “Let me tell you what we’re working on.  I’m coaching each person individually.  You can observe to start and then decide if you’d like me to coach you.   You’re welcome to stay as long as you like, feel free to multi-task or take off whenever you want.”

Then I went back to where we had been, working with the other VPs and SVPs in the workshop.

I coached each one and then it was his turn.

I asked him, “Is there anything you’re interested in learning?”

By this time, he’d seen some miracles with the others and he said, “Yes, whatever you think it is I need to learn.”

So I told him what abilities he needed to develop and started to coach him as he practiced.

He completely changed.  He turned into the nicest guy.  I don’t know if I’ve ever had anyone more attentive or studious.  He worked hard, even harder than the others.  He was respectful towards me.  Almost like it was sacred.  He did well.

At the end of the workshop he asked me, “So what’s next? What’s our next step?”

I said, “We’re done for this workshop, that’s all they’ve scheduled.  If you’d like additional coaching, just let me know.”  And he said he did want more.

It was a beautiful rapport between us.

Do you see the trap I didn’t fall into?

Over the past few weeks, I’ve been publishing a series of articles . Articles about having conversations with people who are defensive, stubborn, not open to your ideas. (Read series from the beginning - The secret to melting resistance...)

We’ve been focusing on listening, something that’s often done poorly. There’s a lot of pretend listening and pretend understanding going on that would never produce the result REAL listening and understanding create.

I’ve been talking about the importance of suspending your own point of view while you listen and creating the outcome of really pure listening: you fully understand life from the other person’s point of view. 

Just as when you’re talking, you want them to fully understand life from your point of view.

Understanding is magic.

The word understand comes from an old English word understandan which literally means stand in the midst of.

This means that, for a moment, you are standing in the midst of their reality. Their reality SURROUNDS you.  Imagine that for a moment.

It’s not shallow.  It’s not superficial.  It’s not quick so you can get to your point.

It’s immersive.  It saturates your being.  It’s deep.  It penetrates your awareness. 

Once you do that, and your understanding is complete, and BEFORE you shift over to your own point of view, to expressing your ideas, it’s important to let them know you understand.

The two most powerful words in any language, when they are genuinely, sincerely spoken, are, “I understand.”

HOWEVER, they’re only powerful if they’re true.

They’re said many times a day with no understanding, no affinity, and this is reflected immediately, instantly in an inevitably and unmistakably dismissive tone of voice.

The other person can tell by your tone of voice exactly how much you understand them. And no number of words can convince them otherwise.

When someone’s talking to you, what they really want, more than anything in the world, is for you to receive their communication.  And what they long for is for you to understand it.  To stand in the midst of it with your whole being. 

The trap I did not step into with Fred was this:

After he said what he said at the start, I simply moved forward in the conversation toward my goal without making him wrong, without pushing back, without making myself “right” or making the workshop “right”.

I skipped it.  

I listened. I understood.

I really do understand. I’ve been imprisoned in many classes I didn’t want to take, in high school and many in college. It was painful.  Believe me, if there’s one person who understands the agony of sitting through a class you don’t want to take, it is me.  I felt for him.  I knew how awful it felt for him to be there.

So when I said, “I understand,” it was true.

And when he searched for some sinister element in my response to him, there was nothing there but pure understanding. I simply understood. I didn’t feel a need to prove it. Because my understanding was real and true, I knew he would see it.  When it’s real, you don’t worry about “projecting” it.

It was simple.

I understood him.  I let him know I understood him.  I invited him to observe.  Free to make up or change his mind.  Then I just moved on.  Forward.    

Because I didn’t step into the trap, he didn’t either.

That left him free to observe.  When people are truly free to observe, without being told what to think or see, they observe for themselves and you don’t have to “convince” them. 

When you let go of the lies we’ve been told about “what people are like”, when you master the ability to create REAL communication, when you fully grasp the power of REAL understanding, when you have the ability to receive their ideas and the ability to reach other human beings with your ideas, magic will happen.  It will surprise you.

Go for it.  Try it out. Let me know your success stories.  I love reading them. 

Be the cause!

The results from the listening experiment

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In last week’s article I suggested an experiment.  The experiment was to choose a conversation and listen in a way that is very, very uncommon.  To fully tune in. To forget about time.  To stop all thinking and just listen.  To listen with 100% of you.  For no other reason except to really hear them.

It was an experiment because it suspended any anticipation of what the results would be. The results would simply be what they were.

Well, I’m glad I asked you to do it.  My inbox has been a pleasure to open and to read about the results people all over the world wrote me.

They wrote they were surprised.

Surprised by the dramatic change of heart in the other person.

Surprised by the sudden and beautiful closeness they felt with the other person.

Surprised by the evolution of an extremely positive outcome, way more positive than they ever expected or hoped. 

Surprised by the other person’s overwhelming willingness and generosity.

Surprised by the incredible harmony between them.

Surprised by how fast it happened.

Surprised by how effortless it felt.  How natural.

It was a joy to read about all of the responses.  Each one unique and amazing.  Beautiful.

Keep in mind, and this is very important, none of these wonderful outcomes were WHY they did it.

They had no idea what to expect.  They weren’t anticipating anything.  They listened for one reason only – to hear the other person.  To feel they were really, truly communicating fully and well.  To create REAL communication.

Real communication is magic. 

The good news is that this magic has a recipe…a formula that you can use wherever you go. (This ”listening” phase of the Formula we’ve been focusing on is extraordinarily powerful.)

The Communication Formula is what we teach here.

Once you master the Communication Formula, it will never let you down. 

Trust the process.  Then let the magic of the moment simply sweep you away.

Next week I’ll talk about what to do next.

Be the cause!