How to Really Understand Someone Else’s Point of View – Mark Goulston and John Ullmen – Harvard Business Review
The most influential people strive for genuine buy in and commitment — they don’t rely on compliance techniques that only secure short-term persuasion. That was our conclusion after interviewing over 100 highly respected influences across many different industries and organizations for our recent book.
These high-impact influencers follow a pattern of four steps that all of us can put into action. In earlier pieces we covered Step 1: Go for great outcomes and Step 2: Listen past your blind spots. Later we’ll cover Step 4: When you’ve done enough… do more. Here we cover Step 3: Engage others in “their there.”
To understand why this step is so important, imagine that you’re at one end of a shopping mall — say, the northeast corner, by a cafe. Next, imagine that a friend of yours is at the opposite end of the mall, next to a toy store. And imagine that you’re telling that person how to get to where you are.