Observe Fringe Times

Formal business situations, highly structured meetings, negotiating sessions, and other forms of business interaction are likely to be the least revealing because they are the times when people are most likely to have their “game faces” on.

 So consciously time in to the fringe times, the beginnings and endings, the periods of transition, which are when people are most likely to let their guards down. During a two-hour business meeting, the first several minutes—before you actually get down to the business at hand—and the last several minutes—as everyone is saying goodbye—can tell you more about the people you are dealng with than almost anything else that goes on in between. These are, unfortunately, the times when you are likely to be least observant. Try to sharpen your awareness.

 Also, be aware of people during interruptions, unusual exchanges, or anything that intrudes upon the more formal flow of a business situation. There is a certain amount of role playing in most business encounters, and when someone “breaks ranks” the facades are going to crack a little. Simply noticing who does the breaking and how others respond with words and eyes can tell you a lot.

 There is a scene in The Godfather that perfectly illustrates this: The Godfather has just flatly rejected an offer from the Mafia boss to get involved in the drug business, when Sonny, his hotheaded eldest son, blurts out that the terms that have been proposed are insulting to the family.

 This, of course, leads to the attempt to eliminate the Godfather. The other dons have correctly perceived a break in ranks, for simply by the act of objecting to the terms, Sonny has revealed a greater willingness than his father to consider the deal.

 Though The Godfather is fictional, its psychology is very real.

 My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Line of Sight

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