How to Tell Anyone Anything

Gallagher, Richard S.
June 2010
How To Tell Anyone Anything - Business Book Summaries;6/22/2010, Vol. 1 Issue 1, p1
Book Summary
Book Summary
In How to Tell Anyone Anything, experienced corporate trainer Richard Gallagher presents a new and quite different approach to conducting difficult conversations in the workplace � one that gets people to listen, negotiate, and ultimately make positive changes in their behavior. This approach, which he calls CANDID, is easy to learn and put into practice, but there is a catch: it requires changing the way people view and respond to others, and sometimes to say things that are the opposite of what they might have said in the past. However, he insists that once the results have been experienced, users are not likely to go back to their old ways. Gallagher�s approach takes the emotional sting out of the message by breaking down difficult conversations into manageable stages and provides a framework for creating conversations that will be cooperative instead of confrontational, helping both participants get what they want. He presents familiar workplace situations, and shows how to transform interactions that might have become verbal tugs-of-war into collaborative, problem-solving exchanges. CANDID draws from the new strength-based approach in psychology of speaking to the other person�s strengths and interests�an approach which has proven far more effective in influencing people in any situation than the traditional deficit-based approach of pointing out the other person�s faults and trying to correct them. It includes the following steps: Compartmentalizing the message; Asking questions based on the other person�s response; Normalizing the situation; Discussing the details; Incentivizing the outcome; and Disengaging from the discussion. Gallagher also includes advanced tips on reframing, managing dialogue, phrases to avoid, and how to receive feedback. Case studies and troubleshooting techniques are included throughout.


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