How to Charm, Deflect, and Defend
When someone answers a question, you should answer it, right?
Not according to James O. Pyle and Maryann Karinch, authors of Control the Conversation: How to Charm, Deflect, and Defend Your Position Through Any Line of Questioning. They believe you should respond to the question, and they explain more in our discussion below. James O. Pyle is a human intelligence training instructor for the combined services of the Department of Defense. Maryann Karinch is a body language expert and the author or coauthor of 28 books.
After reading their fascinating book, on a topic I love to study, I reached out to them to learn more about their work.
“The first step to success is putting assumptions aside.” -Pyle and Karinch
Characteristics of Control
What characteristics do you notice if someone is not good at controlling the conversation?
Here is how this often works in an office environment:
First, the person has a firm agenda that precludes listening. She lays out her points with an intent to control the conversation, but sabotages that desire for control by talking over others. Almost immediately, other people shut her out. They want to reach for the smartphone, grab a cookie—basically do anything that gets them away from her noise. Politicians, CEOs, and even managers sabotage themselves all the time this way. They used their vested power to command attention, but never truly control the conversation.
Contrast that with someone who is spectacular at controlling the conversation.
SpaceX president and COO Gwynne Shotwell comes into interviews with an engaging conversational tone. As she answers questions, she finds ways to work in messages of vision, safety, quality, and so on that inspire a sense of trust in SpaceX technology—it’s easy to find yourself cheering her, and the company, on to greater heights (pun intended). Part of her success in conveying these messages is that she weaves in timelines, expertise of the team, descriptions of specific events, and a sense of location.
“We make our world significant by the courage of our questions and by the depth of our answers.” -Carl Sagan