Power ( Part 7 ) - The Power of Expertise
Dear Readers, Today we are going to discuss about "The Power of Expertise"
Have you ever noticed that when others perceive-or believe- that you have more technical knowledge, specialized skill, or experience than they have, they treat you with a consideration that ranges from Respect to Awe?
I'll give you a Real Example and 2 hypothetical ones.
The Real Example: During World War II, General George S. Patton commanded the first Allied invasion of North Africa. Patton was one of the most Egotistical men of all time.
He thought he knew everything about Everything, from Poetry to ballistics. Yet he humbly accepted every word of advice given by his flagship's navigator. Why? Because the navigator had expertise that Patton admittedly Lacked.
The first Hypothetical Example: You're redecorating your house, Apartment, or Condominium. You have certain wallpaper in mind, but you aren't sure it'll blend with your furniture. You hire an expensive interior decorator to dispense advice.
Her work has appeared in an exclusive Magazine. She tells you to use entirely different wallpaper because your selection is passé. You do so without hesitation. Why? Because for the sizeable fee she charges, you assume she was savvy and expert taste that you don't have.
The second hypothetical Example: You experience sharp pains in your abdomen. Your Local Physician refers you to a specialist in internal medicine. After giving your case history to a nurse you recall that these symptoms are similar to those you had when your Gall Bladder acted up 3 years ago.
After the requisite tests and brief examination you are ushered into a room lined with certificates and diplomas (You counted 14 while waiting). The internist arrives and issues the diagnosis: Diverticulitis.
A mimeographed sheet is give to you, and you are asked, "Do you have any Questions?" You respond in the negative, and the next thing you realize, you're scheduling another appointment with the receptionist. Although you can't pronounce or spell your illness, you know "you got it." Why?
Who could possibly question the diagnostic proclamation in view of the physical surroundings and professional credentials of the expert?
Let me explain how you can use this attitude of Acceptance, Respect, and Awe-which stems, in part, from the aura of mystery and magic that surrounded primitive witch doctors- in negotiating situations. You can tap in on the power of expertise because the same reverence for specialized knowledge is Rampant Today.
As you know, most of us rarely question the statements of Tax accountants, Physicians, Auto Mechanics, Attorneys, Computer Specialists, Stock Brokers, Research Scientists, Professors, Pentagon generals, or Plumbers.
Why don't we question them? Because we're somehow convinced they know more than we do about their specialties.
Here's what to do if you want to present yourself as having expertise: Establish your background and credentials early in the confrontation. If you do, your statements may not even be challenged. In other words, cash in on the fact that in complicated negotiations, Participants often Lack Specialized knowledge of certain aspects of the matter being discussed.
Whenever possible, actually have the savvy others assume you have.
Prepare yourself ahead of time. If the negotiation is Important enough to you to win, it ought to be worth some of your time in boning up. (Bone up on subjects before you confer on them.)
If you don't have the savvy, don't push your luck. Just make some incisive remarks, or drop a few choice words in the jargon of the experts, then keep your mouth shut.
Above all, don't be pretentious. In Today's world, where "Knowledge keeps about as well as dead fish"( and even under Refrigeration that's not long), it's impossible to be an expert in all areas. In general the only kind of expertise required for most negotiations is the ability to ask intelligent questions and know whether you are getting accurate responses.
What if you feel you are in over your head because the other side has an expert who wrote 2 papers and a monograph on the subject being discussed? No problem.
Use your resources ( Community, friends, organization, etc) and bring in your own expert who wrote 3 papers, 2 monographs, and a book on the subject. Obviously, that will more than neutralize the other side.
When you are confronted by "The Expert" on the other side of the desk or table, don't be over-impressed. Keep in mind that if they didn't need you or what you have to offer, they wouldn't be there.
Train yourself to occasionally say, "I don't understand. You lost me 3 minutes ago." Or "Can you explain that in layman's language?"
A dose of irreverence, plus a dash of innocence, when combined with polite persistence and the asking of questions, will often change the attitude and behavior of the so-called Expert.
So, Readers this is "Power of Expertise" that unfortunately in today's world people don't understand.
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