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Left-brained people are linear and sequential, focus on the literal meanings of words, like logic and reason, and often score low on ‘reading’ nonverbal communication such as gestures and expressions. P.S. We’re both a little of both, and to get into “whole brain thinking,” develop your Emotional Intelligence. Go here: http://www.ipn.at/ipn.asp?BHX to take a free online Brain Dominance Test. 1.Give A reason (one will do), and answer the direct question. SAY: “No I haven’t completed the Pleading. I had to file the Motion to Compel first. It had priority.” DO NOT SAY: “I was too busy,” “I had too much to do,” or “I had to do something else.” (anticipate - “Did you or did you not, and if not, why not?”) 2.Quantify and avoid vague references to time and money. Do not use words like “something,” “stuff,” “a long time.” Avoid ‘superfluous’ adjectives’. SAY: “It will take 4 days to get your shirt back from the dry cleaners. If I take it in today, you won’t get it back in time for your trip on Friday.” DON’T SAY: “Don’t ask me to do stuff like that. It would take waaaaay too long.” SAY: “This machine will cost you no more than $100 and no less than $50.” DO NOT SAY: “It’ll cost a lot,” or “We can’t afford that.” 3.Be serious. Avoid humor, sarcasm, double intendre or anything ambivalent or ambiguous. SAY: “I will have that for you by 5:00 this afternoon.” DO NOT SAY: “You’re joking aren’t you? Tell me you’re joking.” (They aren’t.) SAY: “I can’t do that by 1:00 and here’s why… You will have to ask someone else to do it.” DO NOT SAY: “In your dreams, or “Me and what 5 other people?” or “Sure” (sarcastically), or anything you counteract with gestures and expressions (rolling your eyes), as it will be missed. 4.Do not use metaphor. SAY: “He talks that way because that’s how they teach you to talk in the military.” DO NOT SAY: “You can’t change a leopard’s spots.” SAY: “I will do my best to convince him to come at that time.” DO NOT SAY: “I’d have to turn cartwheels.” 5.Do not be vague or refer to intuition. Refer to logic and authority when possible. SAY: He didn’t go to school because he had a strep throat and the doctor told me to keep him home for 3 days. DO NOT SAY: I kept him home from school because I could tell he felt bad. 6.Talk about the trees, not the forest. SAY: “Because this is the first ‘First Anniversary Banquet,’ there is no data I can analyze that can accurately predict the monetary success of this event.” DO NOT SAY: “I don’t know. How could I know? We’ve never done this before.” 7.Stick to the topic. SAY: “Yes, I got hold of Mr. Sanchez. He will meet with you on Friday.” DO NOT SAY: “Yes, I got hold of Mr. Sanchez. Did you know he’s getting married next week? She’s a lawyer from Argentina. The wedding will be in Austin … and yes, he’ll be here on Friday.” 8.Supply context, and alert when changing subjects. SAY: “Regarding the meeting with Bob and Jim last week …” and “Here’s the report. Now, in another matter …[and pause for them to switch gears]” DO NOT SAY: “Here are the financial figures, and by the way, Mary didn’t like it when Bob and Jim …” 9.Build your case with logic and reason, not emotion. SAY: “I think (reason) I deserve a raise because I raised my quota 10% and brought in 5 new clients with increased revenue of $150,000.” DON’T SAY: “I feel (emotion) I deserve a raise (or “I want a raise”). It’s demeaning to be the lowest paid in the department. We’d all feel better if …” 10. Be brief, factual and to-the-point, talk slowly, enunciate, avoid pronouns and make references clear. (Oh, and skip the hand gestures.) SAY: Buy the Mazda. It’s the best deal. It costs 20% less and Edward [trusted mechanic] said it's in better condition. DO NOT SAY: My gut says get the Mazda. He liked it too. Plus it’s got a lot of stuff the other one doesn’t. Just hurry up and decide. This is driving me nuts.” (hands waving, voice getting emotional)
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