Let Them Decide
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They want to dominate. They want to control. They are the “drivers”. You’ll have to deal with them in the most effective manner if you want to be the outstanding leader you strive to be. There are four tactics you should employ when dealing with them:
1. Concentrate on the bottom line - When trying to persuade them, emphasize the concrete details. How much money will it cost? How many widgets will be manufactured? These people aren’t all that interested in mushy feelings and about the opinions of others. They may sometimes be tactless, but you’ll just have to brush it off and learn how to confront them.
2. Get to the point - This is sort of an extension of #1: Forget about trying to persuade drivers by first covering irrelevant touchy-feely stuff. Just approach them straight out about what you want to talk about without too much of an introduction.
3. Give them options - First clarify what YOU want. Then formulate options which all cater to what you want, and present them. This way they’ll feel like they’re being given the power to have the last word. This leads us to #4:
4. Let them decide - Drivers want to feel powerful. Letting them decide makes them feel that way. The catch is, you need to make them decide what you want them to decide. That’s what persuasion is all about. You do that by applying #3: giving different options that are all O.K. with you.
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