Discovery HR Influencing

April 14, 2015 – Discovery Communications – Miami, FL

Physical Skills

  • Handshake – Firm, eye-to-eye, break ice
  • Seated Posture – Lean forward, gesture and maintain eye contact

Socratic Dialogue Opener™

Encourage your internal client, colleague or boss to speak:

  • Preparation: “I am prepared to discuss the salary adjustments  you highlighted in your email, …
  • Invitation: … but first, I would like to understand your perspective in more detail …
  • Benefits: … so our meeting can be more productive for you.”

Active Listening

Use Playbacks:

  • “So what you’re saying is…”
  • “In other words, what you’re telling me is…”
  • “I hear you saying that…”
  • “If I understand you correctly…”
  • “Let me see if I’ve got this…”
  • “As I get this…”

Socratic Probes™

Explore needs

  • “Tell me more.”
  • “Why do you say that?”
  • “What else should I know?”
  • “Specifically, what are you looking for?”
  • “What happened?”
  • “What would you like to achieve?”
  • “Why is that important?”
  • “Please explain…”
  • “For Example”
  • Echo


Find the Hidden Motivator:

  • "How does this affect you?"
  • "I sense concern"