Navigating the workplace can often resemble traversing a communication minefield, particularly for individuals who identify as introverted. However, you do not need to worry as you can still garner attention and recognition without feeling obligated to attend every social event, says Stanford University lecturer and communication expert Matt Abrahams.
Speaking with CNBC Make It, Abrahams points out that people's biggest communication mistake is not considering the audience's needs. In today's world, attention is the most precious commodity, and without this customization, the audience is unlikely to engage.
Abrahams outlines three fundamental methods for determining what matters to your audience: reconnaissance, reflection, and research.
Reconnaissance
You could also describe reconnaissance as exploration or observation. Critically analyze how your colleagues communicate with each other. Then, mirror their communication styles in both content and delivery.
Abrahams advises tailoring your approach based on the topics of your colleagues' water cooler discussions. For example, use clear and formal language for work-centric conversations. If they often talk about hobbies like books or pets, initiate conversation around those interests. You still have to sound like yourself and not force it.
You can increase your chances for reconnaissance by volunteering for straightforward tasks that allow you to interact with decision-makers in your company. For instance, you could identify a leverage point by offering to take notes in a meeting you would not typically attend. Even in a seemingly mundane role, you can gain access and influence, as Abrahams explained to Make It last month by doing so.
Research
Abrahams also highlights the importance of observing influence beyond the workplace. He suggests paying attention to how your favorite podcaster captivates your interest and considering why specific TED Talks resonate with you.
By noticing patterns, you may discover that using inclusive language, such as "us" and "we," along with addressing the other person by their first name, helps maintain audience focus, as research shows. When making recommendations, using the present tense, like "I like this book" or "That restaurant has delicious food," also tends to be more persuasive than the past tense, according to other studies.
You can also seek inspiration from your favorite artificial intelligence chatbot, using prompts like: "I'm running a meeting on this topic. Give me some questions I could ask to keep [my audience] engaged." Questions, by their nature, inherently engage people and facilitate interaction.
Reflection
Abrahams suggests that his recommendations do not necessarily need to follow a specific sequence. He suggests regularly reflecting on your interactions and evaluating their effectiveness whenever possible. If your audience does not respond positively to your approach, he advises taking the time to understand why and making adjustments for future attempts.
Abrahams also observes that most introverts naturally engage in this self-reflective process. While extroverts typically speak impulsively, introverts are the opposite and tend to possess higher emotional intelligence (EQ), observe, and are inclined to reflect on their observations more.
