When emotions are running high and there are differing points of view, often what gets expressed in conversation becomes very negative. Next time this happens to you try using what is called ‘the duration effect”. Researchers in the communication field have found that people remember what they spend the most time talking about. As you draw a conversation or meeting to a close take advantage of the duration effect by lingering on any points of agreement. This will build your ability to influence by focusing people on the positive. It will increase the opportunities to overcome barriers and move forward.
Occasionally a meeting can be so negative it is hard to imagine a positive note to close on. At the risk of being labeled a ‘try hard’, however, even the fact that we have met and aired our differences can be positive….or not quite so negative.
