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Express ideas that shine

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in Office Communication,Workplace Communication

In an ideal world, you would state your idea and others would evaluate it purely on its merits. In reality, that almost never happens.

To raise your odds of pitching a winning proposal, begin with empathy. See the situation through the same lens that others use.

“Understand their definition of success,” says Michael Berland, a partner at Penn, Schoen & Berland Associates, a research and polling firm in New York. “Then say, ‘I understand your goal,’ and restate it clearly before you advance to your idea. This takes down their defenses.”

State your suggestion with a minimum of fuss. If you’re overenthusiastic, your exuberance might invite skeptics to poke holes in your idea.

If you present two or more versions of an idea, label each of them. This makes it easier for listeners to tell them apart.

Consider the personality of the person you want to win over. If you’re dealing with a visionary, don’t articulate a dueling vision, warns Berland, co-author of What Makes You Tick? Instead, fit your idea into the visionary’s preferred framework.


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