On a scale of 1 (never) to 10 (every time), how likely are they to tell you what is really going on?
The answer to that mini-diagnostic provides helpful insights for anyone involved in an influencing project or negotiation. Use it to take the pulse on the relationship, the environment and how well you understand the reality of the other’s world.
The latter is essential. The further we are from understanding the reality of their situation, the harder it will be for us to build something that is stable and will stand the test of time.
If our score is low, it’s time to start thinking about how we can make it safe for them to share. As Deepak Malhotra puts it:
“The safer you make it for the other party to tell you the truth,
the more likely they are to do so.”
Let’s not forget that sharing hopes, cares and worries requires some vulnerability. We’re asking them to take a risk. We’re asking them to trust.
