Page 116 - engage workbook

Verbal behavior

The table below summarizes the findings of Dr Peter Honey, published in his book Face-to-
Face Skills. His research shows that by varying your verbal behavior, you can dramatically
improve the likelihood of a positive response.

Note that where you propose ideas, 25% of the time the response is positive and 39%
of the time it is negative. If instead, you suggest an idea, enabling the listener to take
some level of decision or ownership, positive responses more than double and negative
responses more than halve.

Your behavior or Positive Negative Neutral
approach responses responses responses

25% Agreement 39% Difficulty 16% Seeking clarification
Propose ideas
stating
“I think we should…” 80%
25% 39% 16%

42% Agreement 18% Difficulty 17% Seeking clarification
Suggest ideas
stating
“There are a number 88% 11% Building
of ways we could
approach this…
<ideas>…
what do you think?” 53% 18% 17%

32% Agreement 11% Difficulty 36% Seeking clarification
Build
stating
“That’s interesting, 94%
having done that we 15% Building
could also…”
47% 11% 36%

60% Proposing
Seeking ideas ideas

“What suggestions do 79% 19% Suggesting
people have…” ideas
79%

31% Disagreeing 42% Giving information
Disagree
10% Seeking clarification
“I don’t think that 83%
would work in this
situation…”
31% 52%

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