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The Martial Arts of Language II

The Martial Arts of Language II

I also use a neat trick I call “identical differences.” It involves taking two words that many people assume mean approximately the same thing and differentiating them strongly, so that the other person says, “We’ve never considered that. We need you.”

Some examples:

Teams/Committees: These are entirely different structures, with the former requiring everyone to “win or lose” and the latter providing for some to win and some to lose. You can’t engage in “team building” with a committee.

Mentor/Coach: The former is reactive and situational, the latter is proactive and comprehensive. I can mentor a consultant, but no one has created the role of a baseball mentor for the team.

Preventive/Contingent: The first reduces the likelihood of a cause, the second attempts to minimize the effects of a problem. A sprinkler system is contingent, and so is an insurance policy. The fire marshal is preventive.

Problem/Decision: A problem requires a deviation from experienced performance with an unknown cause, and sufficient concern about it. A decision is a choice among options. Two entirely different starting points.

Oral/Verbal: “Verbal” communication is the usual umbrella for these, but that embraces everything to do with words. “Verbal” doesn’t mean “oral,” and it includes writing. These are two separate skills requiring two separate forms of development.

Strategy/Planning: The former is a picture of the future to which you aspire, the latter is an extrapolation of the present. Hence, “strategic planning” is an oxymoron, and a focus on planning will kill strategy.

You get the idea. You want the buyer to stop in place and consider the fact that this is “fresh air” and a new perspective, and needs to be heard and applied.

© Alan Weiss 2010. All rights reserved.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Comments: 7

  • Jeffrey Summers

    June 25, 2010

    OK, Make me a list of the chores you need done. I’m on my way over…and tell Chad he can take the day off.

  • Alan Weiss

    June 25, 2010

    I need to create an Alan Weiss app for the iPhone/iPad….

  • Ian Brodie

    June 25, 2010

    Good technique Alan, one I’m going to think about and come up with my own examples that are likely to come up in my work.

    A nitpick: since when has planning been “an extrapolation of the present”?

    That may be what most people do when planning – but it’s certainly not what planning actually means.

    Ian

  • Jeffrey Summers

    June 25, 2010

    Make it an app for the Blackberry and I’d buy it! I’m too contrarian to switch.

  • Alan Weiss

    June 26, 2010

    Ian, if you look at most organizations planning systems, they work from the present and explore how much growth, change, etc. is possible. Most planning is unexciting and worthless (and inaccurate).

    Jeff, get with the program, this is a post-Blackberry world!

  • Chad Barr - Alan's Blog Implementer & Moderator

    June 26, 2010

    Jeffrey, while you at it how about a couple of windows in my office? I’ll even discuss why you should abandon the blueberry 🙂

  • Chad Barr - Alan's Blog Implementer & Moderator

    June 26, 2010

    Jeffrey, while you at it how about a couple of windows in my office? I’ll even discuss why you should abandon the blueberry 🙂

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