Recently. I gave a presentation to our company's senior management regarding a recommendation that would significantly change our division's strategy. The presentation was going well until a specific issue was recommended. Some were very passionate in their concern and disagreement with our approach. My historical response in this situation would have been to shut them out. I would have defended my position to the end and left the room without a successful outcome or consensus.

Additionally, I would have quietly pouted to other people about how they just didn't get it. Well, I didn't fall into that trap again. Why? Because Conversant and specifically CII provided me with training that:

• Made me aware of my natural bio-reactions (shutting people out, pouting) that at times made
  my communication style ineffective. It also helped me understand the need to shift to a more effective
  behavior such as actually listening to people's concerns rather than defending my position.
  Easy to say and hard to do!

• Helped me understand that it was not senior management's responsibility to "get it";
  rather it was my responsibility to be a more effective communicator by:

– Listening to their views and checking for understanding

– Understanding their concerns and their purpose driving those concerns

– Willingness to search for facts and solutions that addressed those concerns

Because of this training and good guidance from our President, I immediately reconvened our division team and thoroughly researched the issues raised in the meeting. We scheduled another meeting and addressed these specific concerns. Our original recommendation was approved without change.

I can honestly say that this process would have been much more difficult and stressful without the Conversant CII training. It is amazing what can happen when you listen and are receptive to people's concern rather than trying to prove how right you are!"

— Jim King, Vice President, Natural Resources, Gulf States Paper Company

Learn more about our Credibility, Influence and Impact Workshop.