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Chapter 3. All the World's a Stage > The Leader of the Pack - Pg. 23

All the World's a Stage 23 Your intention here is not to make a decision for the person speaking. Rather, it is to support the person speaking in his or her own independent decision-making process. You do this by providing the person speaking with the chance to express all of his or her ideas and feelings. For example, if prospective clients ask about a problem they had with your product, you might want to ask questions to bring certain facts to light. By supplying these facts, you are giving your version of events as you also allow the clients to express their fears about future problems with the product. You can allay those fears as you provide emotional sup- port. Class Act How can you glean what the "corporate culture" is in order to establish compatibility with the audience? Ask around to find out the unwritten rules. Listen to stories to find out who the company heroes are and what they did to earn that respect. · Comprehension listening.In this case, the listener gathers as many facts as possible to craft an accurate perception. This is the type of listening you do when members of an au- dience offer comments. It's the type of listening you need when you're first asked to speak so that you make sure you understand the task and the audience. Comprehension listening demands that you focus on specific details, distinguish between different pieces of infor- mation, and organize the information into a meaningful whole. · Critical listening.Here's where you weigh what has been said to see whether you agree