By Sean McPheat
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Additional resources for Advanced Communication Skills
O As the economy picks up, we will see profits improve (we are presupposing that the economy will pick up eventually). Universal beliefs – a statement of something as a universal belief implies that there is no exception to what you are saying. You can use universal beliefs to get the person on your side and to accept or agree to what you are saying. Examples might be: o Everyone wants to be happy at work o If you remain positive, you’ll see better results Tag questions - this tool gets the other person to think about what you said and then answer it in their mind.
For example: o When we’ve finished your appraisal, you’ll feel confident about the next six months (we are presupposing that the confidence will come or that we will do something that will leave them feeling confident – all we have to do is finish the appraisal). o As the economy picks up, we will see profits improve (we are presupposing that the economy will pick up eventually). Universal beliefs – a statement of something as a universal belief implies that there is no exception to what you are saying.
You can even gain their agreement because using this kind of language can convince the other person that they actually do feel the way you are suggesting. Examples include: o I know you believe this might be difficult, but it will be worth it. o I understand that you are concerned about the outcome, but your careful preparation will ensure success. o Many people feel, as you do, that it’s important to demonstrate integrity in our work and product. Lost Performative – in this case, you are stating a value judgment that omits identifying the person who is doing the judging.