Making things clear &

Probing for More

Information
Lead in Discussion

In meetings, people are sometimes reluctant to say

exactly what they mean - why?
Match the vague statements (a-e) to their blunter equivalents (1-5).

a. I’m sorry to report that the project 1. Sales are falling.

has not been a complete success. 2. We’ve made a loss.
b. Technically speaking, we have run 3. Let’s do nothing.
into negative profit. 4. Our assembly plant may be
c. I think there’s a general lack of closed down too.
consumer confidence. 5. It has failed.
d. Now is not the time to expand, but 6. People are going to lose their
to consolidate. jobs.
e. We may also have to consider 7. We’ve never had an original idea.
outsourcing production to cut costs.
f. You know we’ve always been a
market-driven organization.
g. There will have to be some
restructuring of the department.
Work with a partner. Take in turns to read out the vague statements
in the previous slide in random order. The other person should
respond in a more direct way using the expressions below.

You mean ...... What you (really) mean is.......

In other words ..... So what you're (really) saying is.....

For example:

a. Vague: I'm sorry to report that the project has not been a complete
success.

Direct: You mean it has failed?

Queries and comments
Use your worksheet to
do the exercise. Then
listen to the recording
and check your
Are you
answers.
ready?
Work in groups of 3. You are having an interdepartmental meeting with a few
other managers.

Read your new board’s proposals below. Each of you is going to put forward a
proposal. Student A proposes Proposal 1, Student B proposes Proposal 2, and
Student C proposes proposal 3.

When you are introducing the proposal to the other managers, be as gentle as
you can since it is bad news. Invite discussions and pause between each step
for questions and reactions from others. Take notes on positive and negative
comments. You need to add details in your answers.

When you are listening to an introduced proposal, probe for more information.
You need to give opinion and make suggestions.

Present your report to the board by preparing the executive summary of the
interdepartmental meeting result.
Student A
Proposal 1: Positive Discrimination
Board alarmed at low number of women in management positions.
Men currently outnumber women 13:1
Plan to introduce policy of positive discrimination
For 18-month trial period only women appointed to management
positions
No applications for promotion from male employees accepted
Possible 'strategic demotion' of men to create more opportunities
for women.

Even though you may not be in favour of the proposal, you need to
at least show loyalty to your new bosses by sounding positive.
 Student B
Proposal 2: Company Cars
Complaints from junior managers that sales reps get free company
cars and they don't
Board therefore rethinking whole policy on company vehicle
Overall increase in vehicle budget not an option
Currently reps drive Form diesel estate cars (unnecessarily large)
Proposal - all staff at assistant manager level and above to be
issued with a company scooter
More environmentally friendly (in line with new 'green initiative')
and quicker in city traffic.
Even though you may not be in favour of the proposal, you need to at least show loyalty to
your new bosses by sounding positive.
Student B
Proposal 3: Rightsizing
Board feels that company is overstaffed- streamlining obviously
necessary
Up to a third of current staff may have to go
Action must be taken quickly to prevent bad work atmosphere
No time to evaluate performance of all members of staff
Board suggesting a LIFO (last-in-first-out) procedure
People with the company for less than a year laid off first.

Even though you may not be in favour of the proposal, you need to
at least show loyalty to your new bosses by sounding positive.
Thank you!
Have a
great day
ahead.