The Search for Evidence

Buyer: You need to coach her, she’s just not a team player.

You: What’s your evidence of that?

Buyer: I can just feel it. She doesn’t seem invested in joint success.

You: But how do you know that?

Buyer: I have a gut feeling.

You: That’s insufficient and isn’t evidence.

Buyer: I’m where I am because my gut reaction is almost always right.

You: Have you EVER been wrong, personally or professionally?

Buyer: Of course I’ve been wrong on occasion, but it’s rare.

You: Do you want to throw those dice when we’re talking about someone’s career, contributions, and even a possible lawsuit? Or do you want to start with what we actually know for sure, which is she’s often late for meetings and doesn’t volunteer to take on additional work?


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