How do you de-escalate objections and attacks?

SOLIDARITY

Attack provokes defence. A vehemently raised objection provokes justification or appeasement. Powerful unconscious programs are activated when a dissenting voice confronts you with something unpleasant.

What is the immediate impact of an emotional accusation?
Due to the effect of the so-called "mirror neurons" in the brain, we take over the posture of the "attacker" in a fraction of a second. If you observe closely, you will experience:

• Tense breathing: Often you breathe in suddenly and may even hold your breath for a moment.
• Defensive attitude: The neck tenses up, the shoulders arch slightly.
• Vocal muscles attract: Her voice has now unconsciously taken over the emotional energy of the caller. That makes the voice higher, narrower, paler.
• Response impulse: In the spontaneous reaction, the language center would like to immediately and involuntarily exclaim a defensive "Yes, but ...!!".

But especially on stage, you don't have a good position. How do you deal with it wisely instead?

Echo technology

"You can say anything in the right tone, nothing in the wrong tone. The tricky thing is to find the right one."

This quote from George Bernard Shaw is doubly true when you are dealing with an angry counterpart. Especially in the case of objections and personal attacks, you gain immensely if you strike the right note and know how to deal with the "upset" of the other person, but also your own ...

Establish consent and return to presentation

If you acknowledge the excited words with an honestly interested "mmhh, mmmhh!", listen actively and are thus able to nod a few words of the incoming objection, you have already taken a particularly important step in building a relationship. Whenever you pave the way for your counterpart to pause for a moment and confirm what has been said with a (thought or pronounced) "yes", you are also creating air for his organism to "come down".

You have just read the fifth and last of the online tips "Result-oriented rhetoric in conversation and presentation".

I look forward to receiving final feedback and will be happy to be there for you if you have any questions in the future: arno.fischbacher@stimme.at . Maybe we'll see each other again on another occasion? With my "Business Voting Tips" you can stay on the ball and find out about future events in good time.

I wish you every success and much success!

 

You
Arno Fischbacher