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Stick to the facts - October 2010
If you want to improve the quality of conversations in which you are trying to exert influence or be persuasive, start by working on the way you handle facts. It will make more difference, more quickly, than anything else.
We commonly say, ‘Just give me the facts’, or ‘Let’s get the facts on the table’, but in practice we tend to handle the facts of the matter rather badly.
▪ We delay conversations about things we find upsetting or frustrating to the point where our emotions take over and drown out the facts. Speak up sooner, before you become choked up and are unable to speak competently and rationally.
▪ Presenting your own opinions as if they were facts may fool some of the people some of the time but is more often the basis for an argument than a rational conversation. Remember that feeling strongly about something does not make your opinion anything more than just an opinion.
▪ Facts that are vague or irrelevant do not help make a case. Facts should provide a rational foundation for a conversation. Select the facts that you present with care so they support your view.
▪ When there are too many facts, they merely weaken and confuse the issue. Select just the strongest facts that support your case and use no more than are necessary.
