Before a strategic meeting or presentation, take the time to assess the environment in which you are going to operate, the forces and issues at stake. The people you will be addressing are as important as the content and form of the presentation you will be giving.
It is essential to study the forces at work and the power games. To determine, for each actor, what type of power characterises him or her and what issues motivate them. In short, to know what they have gained or what they can lose.
If possible, take the time to talk to each strategic stakeholder in the meeting before it takes place. This is to test their ideas and their position - ally, hesitant or opponent - in relation to your issue and the project you are going to carry out.
Bring in your allies and those who are still reluctant to get involved by asking them to carry out concrete actions that go in the direction you want.
To ensure that your point of view is heard and valued by others, start by asking them questions, valuing their ideas by giving them the opportunity to formulate them. About 70% of a presentation should be devoted to questions and debate.
They are a sign of the attention your interlocutor is giving you. Moreover, by shedding light on their point of view, they offer the possibility of seeking common ground.
Your body language, your voice, your interpersonal skills and the substance of what you say express your ability to get a difficult message across without being passive or aggressive.
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