For the moments you don’t feel ready…
Did you know that BRAVE didn’t begin as a conversation framework?
It started because I was in way over my head and navigating conversations I wasn’t ready (or qualified) to have.
I was scared out of my mind... of the person I was negotiating with, of how high the stakes were, and maybe mostly, of messing up what felt like my one shot to get it right.
-> Have you been in a situation like this? Where you don’t have the luxury of feeling ready, you just have to go!??
So out of sheer necessity, I sat down and made a list of things did myself or observed others do that seemed to skew the outcomes in conversations.
I remembered all the things my Dad would point out about people as we'd have morning coffee together: how to see desires, motivators, blindspots...
The important part is that I didn’t focus at all on what most people tell you to. I didn't focus on what to say or how to say it.
Instead, I focused on what the person I was negotiating with would “hear” and act on... what they believe, what they tell themselves, their internal noise, the identity they take pride in...
And IT WORKED!
I got everything I wanted! I even got him to agree to things that he warned me “weren’t an option.”
-> For exactly what I did, be sure to mark your calendar for any upcoming classes I’m running!
This is why I don't teach scripts. Because it’s never about what you say or how you say it.
Conversation is about understanding what the other person is going to hear — more specifically what their system is going to sense and act on.
It’s also about having a plan to fall back on that keeps your system cool under pressure. That’s why I call this the neurobiology of business. That's why I scream about BRAVE® from the rooftops.
Because the conversations we have (especially at speed and under pressure) are not driven by logic. They’re driven by patterns and traps we don’t realize we’re falling into — even when we have the best intentions.
Remember this -> Conversations are not shaped by logic. They’re shaped by biology.
So if you want to learn how to stay grounded in conversations, not fall into the biological traps caused by speed and pressure, know where to put your attention and what to do next, so that you can get the results you want as well:
Reach out or consider joining our next round of How to Talk to Humans Bootcamp — we run public cohorts multiple times a year in addition to hosting them privately inside of fast growing companies.
