Today I have an idea that might help you if you ever talk to friends, clients, or even random strangers like your wife or husband.
I thought of it yesterday when I saw a family of three walking in the park.
Mom was trying to have a serious conversation with dad. Meanwhile, their 8-year-old daughter kept trying to get mom’s attention:
“Mom! Mom! Mom!”
So in between sentences to dad, mom put her hand on the back of the little girl’s head and said, “Tell me, sweetie.”
The girl rattled off a few sentences, a typical 8-year-old’s story that goes nowhere.
“That’s great,” the mom said. And then she picked up the conversation with dad right where she had left off.
Meanwhile the daughter, satisfied at having made an important point, went back to playing and left her parents to talk in peace for a few moments.
A few days ago, I wrote that flattery works great. Well, so does listening, even if you only make a show of it. That’s what I was seeing in that family scene above.
But just as sincere compliments are a step beyond flattery… there’s also a step beyond listening.
Negotiation coach Jim Camp called it blank slating.
That’s when you drop your preconceived assumptions and ideas… give the other party your full attention… and allow them to draw on your mental etch-a-sketch.
Camp thought blank slating is so important that he made it a cornerstone of his negotiation system, which was used in billion-dollar deals as well as in hostage situations (FBI’s Chris Voss was one of Camp’s students).
Blank slating is not easy. But with practice, it becomes possible.
Except… why? Why go to the trouble?
If plain old, in-one-ear-and-out-the-other listening works already… why put in the effort and practice needed to blank slating?
Only this:
Because you’ll uncover information you wouldn’t uncover otherwise.
And this:
Because you’ll build deeper rapport.
And this:
Because your own brain might kick in, and produce new options and alternatives you hadn’t thought of when you entered this situation.
Finally, because you might avoid some real bad situations on occasion. Speaking of which, here’s a bit of barber-shop humor that comedian Norm MacDonald once did on Conan O’Brien:
I looked in the mirror and all I see is a fat old man.
So I says to my wife, I says to her:
Sweetheart I feel old and fat.
I need you to give me a real compliment.
So she says, your eyesight is perfect!
So I says to her, you dirty dog!
Now let me leave you with another analogy:
Listening is to this blog… as blank slating is to…?
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