“Drivers” are direct, results-orientated people and are usually not the most patient.

If you need to convey an idea to a driver, consider doing the following:

• Avoid “thinking aloud” – think before you get in the room instead and then give a coherent pitch.

• Make your points efficiently and avoid repeating yourself – these folks are impatient!

• Don’t bother with the “how was your weekend – let me tell you about my wonderful day with my kids” bit – they are typically in a hurry and are unlikely to enjoy this. Just get straight to the point.

• Don’t be afraid to disagree and engage in some constructive conflict – most drivers are quite comfortable with this and seldom take it personally.

Next time we’ll look at Expressives…

Russel Horwitz, Principal