b"Chapter 8 Itissuggestedtoskipthepredefinedconversationsandenterthe relationship as a discussion. Ask open-ended questions that allow the person to share their strengths and challenges.For your part, share what you have done and offer while contextualizing your communication strategy in relation to the needs of your interlocutor without exaggerating. Remember that the initial goal is to get to know each other. Nine out of 10 times people will agree that they've identified a problem, which will help you, better understand what they need.3.Consider thepersonalities:noticing and observing individualqualities canbehelpfulindeterminingwhotheyareaspeopleandwhatis important to them. Look for clues to someone's personality by paying attention, to characteristics and verbiage.Someone who prefers to be dominant, for example, may have too firm a handshake. People who appreciate humor often insert sarcasm into a conversation. Use these clues to determine their values and approach.4.Examinenon-verbalcommunication:non-verbalbehaviorisalso important, and it is suggested to watch for body language cues. If someone leans forward, they are showing some commitment. If he backs away, looks down, or turns away, he's not sensitive to what you're saying.Also, it is important to develop a good ear that can listen to subtle sounds. The tone of voice can also provide clues. Forexample, ifsomeoneresponds toyouinamonotonousvoice, chancesaretheyaren'tattachedtoyourconceptandaren't interested. However, if he looks at you while you're talking and gets closer, he values what you're saying.5.Be the person who listens: listen to what someone says as well as what they don't say. Although it is more difficult when the conversation is over the phone. A committed or passionate voice is required. This is also seen when someone is frustrated. Their tone changes or you will hear a sigh. It is important to develop a good ear capable of listening to subtle sounds.Remember that anything critical or involving emotion should never be communicated via email or text. It's best to pick up the phone because 258Germain Decelles"