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Terry Gault


Thanks for relating the story. It sounds like the VP was approaching presentations as a monologue instead of a dialogue: a serious mistake.

Presentations should always take the audience into account, and should therefore sound more like a dialogue than a monologue.

Dialogue refers to interacting in ways that build shared meaning, rather than colliding in ways that foster disagreement, frustration and confusion. It is a subtle process that may be difficult to understand, and even more difficult to actually create.

Dialogue has the ability to convert detractors into supporters, conflict into consensus, and add depth to business relationships.

A dialogue influences another's perspective by first demonstrating a deep understanding of the position you want to influence. People frequently resist attempts to be influenced by using the statement, "You just don't understand."

In a dialogue, your skills of collaborative inquiry and listening provide others with a profound sense of being heard. When we feel that we are heard, we become more willing to be open to another point of view.

The most effective presentations are always ones that keep the audience closely in mind.

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