“If you are asked a direct question a second time, give a direct answer no matter how much it may hurt.”
This is a rule I’d like to encourage you to strive towards because it will, in the long run, help you to achieve greater success and fulfilment.
Although this may appear naïve, especially if a frank and honest answer may work against you, the long term benefits can be great. Surprisingly, the short term outlook could be better too.
The negative impact of being evasive is evident in any political debate where important issues are on the table. Just watch the body language and the facial expressions of the person asking the question, and of the audience.
Usually, a direct question is first asked in a manner that conveys a genuine interest in learning something useful. When the politician evades a direct answer, the question comes again, assuming it had not been heard correctly. It is usually accompanied by a little more assertion and volume.
If the politician evades a second time, a huge chunk of goodwill is lost and people get a strong feeling that something is being hidden, So, a third attempt will be made, this time packed with lots of emotion in the delivery.
Should the politician deploy their skills again to avoid giving a direct answer, the show is over. Three strikes. Just look as the expressions of frustration and exasperation. People give up and seek answers elsewhere knowing that they cannot trust the politician. Would you?
The problem for the politician is that their smug feeling hides from them the reality that their credibility has taken a direct hit.
I understand why politicians do it, even though I don’t agree with it.
For me, they are missing a trick, and this is really relevant to corporate politicians.
You are far more likely to influence someone to your way of thinking if you present a balanced argument that covers the pros and the cons. Uncomfortable though it may be, research clearly demonstrates that this increases trust and helps people to make a personal decision more favourable to the influencer. They are also far less likely to seek answers elsewhere.
To pull this off, you have to be well prepared. You have to be open to debate and argument. This requires confidence and well, true leadership. My own view is that if you can consistently work towards this ideal, you will benefit massively.
To learn more about ethical influence, check out my:
Five Rules for Ethical Influene
The Gautrey Influence Blog
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