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How to Start a
Conversation
and Make
Friends
Don Gabor
illustrated by Mary Power

A FIRESIDE BOOK
Published by Simon & Schuster
NewYork London Toronto Sydney Singapore

Contents

A Note from the Author 11
Introduction: Meeting New People and
Making New Friends 13

Part I. Starting Your Conversations with Confidence 19
1 First Contact—Body Language 21
2 Breaking the Ice and Getting the Conversation Going 35
3 Five Seconds to Success: The Art of Remembering
Names 64

Part ii. Continuing Your Conversations with Wit and Charm 73
4 Keeping the Conversation Going Strong 75
5 Getting Your Ideas Across 96
6 Overcoming Conversational Hang-ups 100

Part III. Endinig Your Conversations with a Great Impression 113
7 Closing Conversations Tactfully 115
8 Making Friends 124

Part IV. Boosting Your Conversations to the Next Level 137
9 Recognizing and Using Conversation Styles 139
10 Talking to People from Other Countries 152
11 Customs That Influence Cross-Cultural
Conversations 163
12 Five Golden Rules of Mobile Phone Etiquette 172

13 E-mail and On-line Chat Rooms: Making
Conversation and Friends in Cyberspace 178
14 Improving Your Conversations 190
15 50 Ways to Improve Your Conversations 197

Conclusion 201
Index 203

'

A Note from the Author

How to Start a Conversation and Make Friends was first
published in 1983. Since then, I have written several books
and audio tapes, and presented many workshops on conver-
sation skills. Still, even after all my years of teaching and writ-
ing about this subject, I realize how much more J have to
learn about the art of conversation.
The revisions in this book are based on feedback and ques-
tions from hundreds of readers and students, plus additional
research and personal experience. I have reorganized the
book into four main sections: Starting Conversations, Contin-
uing Conversations, Ending Conversations, and Boosting Your
Conversations.
Included in these sections are new and revised chap-
ters on remembering names, conversation styles, talking to
people from other countries, mobile phone etiquette, and on-
line conversations. I have also highlighted frequently asked
questions (FAQs) throughout the text.
Most people want and need human contact, and that connec-
tion often takes the form of a simple conversation. The secret to
starting conversations and making friends rests on four key-
principles: 1) Take the initiative and reach out to others;
2) Show genuine interest in people; 3)Treat others with respect
and kindness; and 4) Value others and yourself as unique indi-
viduals who have much to share and offer one another. When
you apply these ideas and the many other skills and tips in this
book, you can become agreat conversationalist. I hope that this
newly revised edition will help you achieve this goal.

Introduction:
Meeting New People
and Making
New Friends
Good conversation is what makes us interesting. After
all, we spend a great deal of our time talking and a
great deal of our time listening. Why be bored, why be
boring—when you don't have to be either?
—Edwin Newman (1919- ), news commentator

The next time you walk into a room full of people, just listen
to them talking! They're all communicating through conver-
sation. Conversation is our main way of expressing our ideas,
opinions, goals, and feelings to those we come into contact
with. It is also the primary means of beginning and establish-
ing friendships and relationships.
When the "channel of conversation" is open, we can con-
nect and communicate with people around us. If the conver-
sational channel is closed, then starting and sustaining a
conversation can be a real problem. This book is based on my
"How to Start a Conversation and Make Friends" workshop,
and it will show you how to "turn on" your conversational
channel and "tune in" to people you meet.
The conversational techniques in this book have been suc-
cessfully tested in my workshops and proven as methods of
starting and sustaining conversations in nearly every situa-
tion—including social and business settings. The techniques
are presented in an easy-to-master format so you can start
improving your communication skills and self-confidence

14 HOW TO START A CONVERSATION AND MAKE FRIENDS

quickly. The techniques are demonstrated in real-life situa-
tions so you can practice and learn them within the context
of your own lifestyle and at your own pace.
This book can be helpful to a wide variety of people,
including:

business executives parents
consultants professionals
couples sales representatives
freelance artists singles
immigrants students
managers teachers
and many others

If you want more rewarding conversations in professional,
social, or personal situations, then this book is for you.

How This Book Can Help You
Many people who attend my workshops are making career
changes, and they want to learn how to move easily into a
new social and work environment. Salespeople want to
know how to converse with clients in an informal (soft-sell)
manner, while women executives want to feel confident
communicating with their male associates on an equal and
nonsexual basis. New residents of the United States want to
learn conversational English, Business executives want to
learn how not to talk shop while entertaining, and parents
want to learn to communicate well with their children and
other family members. The list seems endless.
Even good conversationalists sometimes find themselves
in situations where the conversation is just not going the

Introduction: Meeting New People and Making New Friends 15

way they want it to. This book provides techniques to help
you better direct and control the conversation at such
times.

Learn to Enjoy Parties While Winning
New Friends
Perhaps the most common situation that causes problems for
many is meeting new people and socializing at parties and
social events. Surveys show that many people feel uncom-
fortable in a room full of strangers and are anxious about
approaching others. This book presents practical skills for
meeting new people, making new friends, and developing
lasting and meaningful relationships.
Most people want to share their experiences with oth-
ers. We are constantly searching for others we can relate to
on an intellectual, physical, and emotional level. This search
can be frustrating and unfulfilling if you aren't able to
reach out and communicate. Once you master the basic
fundamentals of good conversation and are willing to reach
out, you'll be open and available for new friendships and
relationships.

You Can Learn to Communicate
and Use New Skills
The ability to communicate in an informal and friendly man-
ner is essential for every aspect of a person's business, social,
and personal life. Most people can converse with others
when they feel confident and comfortable. The problem
arises when comfort and confidence are replaced by anxiety


and fear. This book will help you identify which communica-
tion skills you already have working for you and in which sit-
uations you already feel confident.
Once you understand the skills that promote natural con-
versations, then begin using them in situations where you
feel comfortable and confident You will be able to see how
effective you are. while simultaneously integrating these new
techniques into your lifestyle.
As you become more confident with your conversational
skills in "safe" situations, take some extra risks, and begin to
use your new communication skills in situations where you
were previously uncomfortable and anxious.You'll be pleas-
antly surprised to find that your skills will transfer from one
situation to another far more easily than you ever imagined.
As your control increases, so will your confidence.Your abil-
ity to maintain casual and sustained conversations will
become part of your personality. Don't think about the skills
and techniques too much; just let them become a natural
basis for communicating.

Connect with People
The goal of conversation is to connect with people and the
world around us. We have much to gain by communicating in
an open and mutual manner. By sharing our experiences, we
can grow in new ways. Our horizons and opportunities can
expand, while our relationships may deepen and become
more meaningful. Friendships and a sense of personal fulfill-
ment can develop.
Conversation is also a means of negotiating with others.
Communicating our wants and needs effectively is essential
to fulfilling them.

Introduction: Meeting New People and Making New Friends 17

Getting Started
Begin by opening your mind and your senses to people and
the world around you. Start to integrate your new skills into
your personality. You don't have to become a different per-
son; you just need to change your attitudes and skills when
you deal with others. Be patient and focus on small daily
changes, rather than waiting for revelations. Remember, our
patterns have had many years to crystallize, and it takes time
for them to change.
You must have the desire to change, reach out to others,
and try some new ideas. Set a goal to make contact with oth-
ers. With a background of basic communication skills, you
will find that accomplishing your goal is easier and more
fun than you thought! So, let's begin and ... start a conver-
sation!

Part I

Starting Your
Conversations with
Confidence

How come no one talks fo me?

Closed body language sends out the message: "Stay away! I'd rather be left
alone!"

1
First Contact—
Body Language
It's a luxury to be understood,
-Ralph Waldo Emerson (1803-1882), American poet and essayist

One of our most important conversational skills doesn't
come from our tongue, but from our body, Research has
shown that over half of face-to-face conversation is nonver-
bal. "Body language," as it is called, often communicates our
feelings and attitudes before we speak, and it projects our
level of receptivity to others.
Most poor conversationalists don't realize that their nonre-
ceptive body language (crossed arms, little eye contact, and
no smiling) is often the cause of short and unsustained con-
versations. We are judged quickly by the first signals we give
off, and if the first impressions are not open and friendly, it's
going to be difficult to maintain a good conversation. The fol-
lowing "softening" techniques can make your first impres-
sions work/or you, not against you.

S-0-F-T-E-N
A "softener" is a nonverbal gesture that will make people
more responsive and receptive to you. Since your body lan-
guage speaks before you do, it is important to project a
receptive image. When you use open body language, you are
already sending the signal: "I'm friendly and willing to


"S-0-F-T-E-N" Your Body Language

Use your body language to break down the natural barriers that separate
strangers.

communicate, if you are." Each letter in S-O-F-T-E-N represents
a specific nonverbal technique for encouraging others to talk
with you.

S= Smile
A pleasant smile is a strong indication of a friendly and open
attitude and a willingness to communicate. It is a receptive,
nonverbal signal sent with the hope that the other person
will smile back. When you smile, you demonstrate that you
have noticed the person in a positive manner. The other per-

First Contact—Body Language 23

son considers it a compliment and will usually feel good/The
result? The other person will usually smile back.
Smiling does not mean that you have to put on a phony
face or pretend that you are happy all of the time. But when
you see someone you know, or would like to make contact
with, do smile. By smiling, you are demonstrating an open
attitude to conversation.
The human face sends out an enormous number of verbal
and nonverbal signals. If you send out friendly messages,
you're going to get friendly messages back. When you couple
a warm smile with a friendly hello, you'll be pleasantly sur-
prised by similar responses. It's the easiest and best way to
show someone that you've noticed him. A smile indicates
general approval toward the other person, and this will usu-
ally make the other person feel more open to talk to you.

A smile shows you are friendly and open to communication. When you frown or
wrinkle your brow, you give off signals of skepticism and nonreceptivity.


Crossed arms: "I'm thinking and don't Open arms: "I'm receptive and
want to be disturbed. Stay away!" available for contact."

0=Open Arms
The letter O in S-O-F-T-E-N stands for open arms. You've
probably been welcomed with "open arms," which, of
course, means that a person was glad to see you. At a party or
in another social or business situation, open arms suggests
that you are friendly and available for contact. During a con-
versation, open arms makes others feel that you are receptive
and listening.
On the other hand, standing or sitting with your arms
crossed makes you appear closed to contact, defensive, and
closed-minded. Add a hand covering your mouth (and your
smile) or your chin and you are practically in the classic
"thinker's pose." Now just ask yourself this question: Are you


going to interrupt someone who appears to be deep in
thought? Probably not. In addition, crossing your arms tends
to make you appear nervous, judgmental, or skeptical—all of
which discourage people from approaching you or feeling
comfortable while talking to you.
Some people argue that just because they have their arms
crossed, doesn't mean that they are closed to conversation.
They say, "I cross my arms because I'm comfortable that
way." They may be comfortable, but the problem is that while
no one can read minds, they can read body language. Crossed
arms say, "Stay away" and "My mind is made up." Open arms
say, "I'm available for contact and willing to listen. Come on
over and talk to me."

f= Forward lean
The letter F in S-O-F-T-E-N means forward lean. Leaning for-
ward slightly while a person is talking to you indicates inter-
est on your part, and shows you are listening to what the
person is saying. This is usually taken as a compliment by the
other person, and will encourage him to continue talking.

Leaning baek gives off signals of Leaning forward says: "I'm interested
disinterest and even boredom. in what you're saying."


Often people will lean back with their hands over their
mouth, chin, or behind their head in the "relaxing" pose.
Unfortunately, this posture gives off signals of judgment,
skepticism, and boredom from the listener. Since most
people do not feel comfortable when they think they are
being judged, this leaning-back posture tends to inhibit the
speaker from continuing.
It's far better to lean forward slightly in a casual and natural
way. By doing this, you are saying: "I hear what you're saying,
and I'm interested—keep talking!" This usually lets the other
person feel that what he is saying is interesting, and encour-
ages him to continue speaking.
Take care not to violate someone's "personal space" by get-
ting too close, too soon. Of course, if the situation calls for it,
the closer the better. However, be sensitive to the other per-
son's body language. Remember, there are cultural differ-
ences in what constitutes a comfortable distance between
strangers engaged in conversation. For more ways to improve
your conversations with people from other countries, read
chapters 10 and 11.

T= Teach
The letter T in S-O-F-T-E-N stands for touch. In our culture. the
most acceptable form of first contact between two people
who are just meeting is a warm handshake. This is usually
true when meeting members of the same or opposite sex—
and not just in business, but in social situations, too. In nearly
every situation, a warm and firm handshake is a safe way of
showing an open and friendly attitude toward the people
you meet.
Be the first to extend your hand in greeting. Couple this
with a friendly "Hi," a nice smile, and your name, and you


have made the first step to open the channels of communica-
tion between you and the other person.
Some men don't feel right in offering their hand to a
woman first. They say they would feel stupid if the woman
didn't shake their hand. Emily Post states in the revised edi-
tion of her book of etiquette that it is perfectly acceptable for
a man to offer a handshake to a woman, and that, in most
cases, it would be rude for either man or woman to ignore or
refuse this friendly gesture.

A friendly handshake with a smile and a warm "Hello Nice to meet you" is
an easy, acceptable form of touch when meeting someone for the first time.


Some women, on the other hand, feel that they are being
too forward if they offer a handshake to a man. They think
the man might get the "wrong idea" if they extend their hand
first in greeting. The problem is that there are two people
who are afraid to shake hands. Although there are some
exceptions because of religious customs, most of the people
I've polled on the subject agree: no matter who makes the
first move, nearly everyone likes this form of physical con-
tact. It's safe and nonthreatening for both parties. This keeps
personal defenses down and creates an atmosphere of equal-
ity and receptivity between the people. More personal forms
of touch should be exercised with a sensitivity to the other
person's culture, and in a warm, nonaggressive manner.
It is also important to end your conversations with a warm
and friendly handshake, in business as well as social situa-
tions. Couple it with a bright smile and a friendly statement
like, "I've really enjoyed talking with you!" or "Let's get
together again soon!" This is an excellent way to end a con-
versation and leaves you and the other person both feeling
good about the exchange.

E = Eye Contact
The letter E in S-O-F-T-E-N represents eye contact. Perhaps
the strongest of the nonverbal gestures are sent through the
eyes. Direct eye contact indicates that you are listening to the
other person, and that you want to know about her. Couple
eye contact with a friendly smile,and you'll send this unmis-
takable messages "I'd like to talk to you. and maybe get to
know you better."
Eye contact should be natural and not forced or overdone.
It is perfectly okay to have brief periods of eye contact while
you observe other parts of the person's face—particularly
the mouth. When the person smiles, be sure to smile back.


But always make an effort to return your gaze to the person's
eyes as she speaks. It is common to look up, down, and all
around when speaking to others, and it's acceptable not to
have eye contact at all times.
Too much eye contact can be counterproductive. If you
stare at a person, she may feel uncomfortable and even suspi-
cious about your intentions. A fixed stare can appear as
aggressive behavior if it takes the form of a challenge as to
who will look away first. It is not wise to employ eye contact
as a "power struggle," because it will usually result in a nega-
tive, defensive response from the other person.
If you have a problem maintaining comfortable eye con-
tact, try these suggestions. Start with short periods of eye con-
tact—maybe only a few seconds. Look into the pupils of the
other person's eyes, and smile. Then let your gaze travel over
the features of her face, hair, nose, lips, and even earlobes!
There is a six-inch diameter around the eyes that can provide
a visual pathway. Remember, after a few moments, go back to

Eye contact shows that you are listening and taking an interest in what is
said. It sends the signal: "I'm listening—keep talking!"


looking the person right in the eyes. You can look back and
forth between both eyes while increasing the amount of time
that you experience direct eye contact as the conversation
continues.
Avoiding eye contact can make both parties feel anxious
and uncomfortable, and can give the impression that you are
uninterested, dishonest, or bored with the conversation and
the company The result will usually be a short and unfulfill-
ing conversation. So be sure to look into the eyes of the
people you talk with, and send this message: "I hear what
you're saying—goon!"

N = Nod
The letter N in S-O-F-T-E-N stands for nod. A nod of the head
indicates that you are listening and that you understand what

A nod of the head shows you are listening and understand what is being said. It
sends the message: "I hear you, go on!" A blank stare suggests your thoughts
are elsewhere.


is being said. It usually signals approval and encourages the
other person to continue talking. A nod of the head, coupled
with a smile and a friendly hello, is an excellent way of greet-
ing people on the street, or anywhere else, like all the other
softening gestures, it sends the same message; "I'm friendly
and willing to communicate."
However, a nod does not necessarily mean agreement. If
you want to be sure someone agrees with what you're saying,
ask, "Do you agree?"

Body Language + Tone of Voice + Words =
Total Communication
Remember that these nonverbal softening gestures alone do
not replace verbal communication. Moreover, if you only see
an isolated gesture, rather than clusters of gestures, your per-
ception of the other person's receptivity may be incorrect.
However, when you look for and use clusters of these soften-
ing gestures together with a friendly tone of voice and invit-
ing words, you will create an impression of openness and
availability for contact and conversation.
With practice and a greater awareness of body language,
you will be able to send and receive receptive signals, and
encourage others to approach you and feel comfortable.
Begin to notice other people's body language as well as your
own. This will help you to identify softening techniques and
recognize levels of receptivity in others, thus minimizing the
chance of being rejected. Look for people who display recep-
tive body language and project receptive body language by
using softening techniques—they really work?!!


Total Communication

Your body language speaks before you do. Research has shown that over
two-thirds of face-to-face conversation is based on tody language. Along
with the tone of your voice and the words you use, they add up to "total
communication."

FAQ
I'm at a cocktail party, and I don't know anyone. It
seems like everybody knows everybody else, except
me. How do I go up to someone and start a conver-
sation?


Starting conversations at a party is easier if you first take a
little extra time to prepare mentally. Scan a few current maga-
zines and newspapers for unusual or interesting stories. Look
for any news items that may be of interest to other guests you
know will be at the party. In addition, write a short list of
events going on in your life that you are willing to share with
others. Remember, the more "conversational fuel" you bring
to the party, the easier it will be to break the ice and get a
conversation going.
When you enter the room, look for friendly faces among
the crowd and for people talking. You might assume that just
because people are having a lively chat, they are old buddies,
but often they have just met minutes before, so don't assume
you're the only outsider. Use plenty of eye contact, smile, and
above all, keep your arms uncrossed and your hands away
from your face. Begin to circulate around the room, observ-
ing the people as you travel to the food table, bar, or central
area where people are congregating and talking. Keep your
eyes open for friends, acquaintances, or people already
engaged in a conversation that appears open to others. Then
casually stroll over and (using their names, if you remember)
say, "Hi, how are you?" or ""Well, hellol It's been a while. How
have you been?" or "Hello, my name is . . ." or "Hi, didn't we
meet at. . . ? My name is ..." Remember, what you say is less
important than sending body language signals that say you
want to communicate.
When you meet a complete stranger at a party, the easiest
way to break the ice is to introduce yourself and say how you
know the host. In most cases, the other person will recipro-
cate. Listen carefully for any words that may suggest a com-
mon interest or connection. For example, perhaps you both
work for the same business or live in the same neighborhood,


but never had the opportunity to formally meet. You can also
comment about the food, the music, the pictures on the walls,
or anything or anyone in your immediate surroundings—as
long as it is positive! Here are some opening lines that will
come in hand}7 at a cocktail party.

(To someone beside you at the food table): "I'm wonder-
ing, do you have any idea what ingredients are in this
appetizer? It's fantastic!"
(To someone tapping her foot to the music): "You look
like you're really enjoying this music. Me too. Do you
want to dance?"
(To someone who obviously spent extra effort to look
really snazzy): "Excuse me, but I couldn't help but
notice what an attractive scarf you have on. How did you
come up with such an unusual way to tie it?"
(To someone standing alone after a business-related
party): "Hello. My name is Sam. Actually, I'm a new mem-
ber in this organization. "What did you think of tonight's
speaker?"
(To someone admiring an antique or knickknack): "I
love all these old toys and odds and ends. I think our host
must like to go to garage sales and flea markets as much
as I do. I wonder why so many people love to collect the
strangest things."
(To someone dancing): "Excuse me, but you sure look
great out there on the dance floor. Would you show me a
few steps?"

2
Breaking the Ice
and Getting the
Conversation Going
Ideal conversation must be an exchange of thought,
and not, as many of those who worry most about their
shortcomings believe, an eloquent exhibition of wit or
oratory.
—Emily Post (1873-1960), writer and authority on etiquette

So now that you're tuned in to the conversation channel of
body language, how do you actually start a conversation?
How do you break the ice?
There are five basic steps in starting conversation, which
don't always occur in this order. Establish eye contact and
smile, then follow this simple procedure.

1. Risk versus rejection. Be the first to say hello.
2. Ritual questions. Ask easy-to-answer questions about
the situation or the other person.
3. Active listening. Know what to say next by listening
carefully for free information.
4. Seek information. Ask information-seeking follow-up
questions based on free information you've just heard.
5. Self-disclosure. Reveal plenty of your free informa-
tion while asking questions that may interest you
personally.

36 HOW TO START A COTWKRSATION AND MAKE FRIENDS

Four Ways to Start Conversations

Changing topics is easy if you say, "I heard you mention earlier...." or
"Speaking of...." Then ask a question or share information about a general or
specific topic related to key words you hear.

1. Risk Versus Rejection
It takes a certain amount of risk to begin a conversation with
a stranger. Most shy people don't start conversations because
they fear being rejected. Of course, this prevents them from

Breaking the Ice and Getting the Conversation Going 37

reaching out to others. Remember that risk taking and rejec-
tion are part of life, and to be overly sensitive is counterpro-
ductive. And, anyway, what's so bad about being rejected by
someone you don't even know?

Change from Passive to Active
Most shy people take the passive role when it comes to start-
ing conversations. They wait and wait and wait, hoping
someone will come along and start a conversation with
them If there are two shy people together, they're both wait-
ing, both taking the passive role. If someone else by chance
does start talking, the shy person is often so surprised, she
doesn't know what to say.
To get out of this "Catch-22," consciously change from the
passive to the active role. Be the first to say hello and take the
initiative to begin the conversation. Introduce yourself to
people regularly and begin to share your ideas, feelings, opin-
ions, and experiences. Look for familiar faces, and after saying
hello, seek out other people's thoughts, views, interests, and
knowledge. By initiating conversations, you'll get more posi-
tive responses, and your fear of rejection will lessen. In this
way your risk taking can pay off in making new contacts and
having more meaningful conversations.
Another advantage of being the first to say hello is that it
gives you the opportunity to guide the direction of the con-
versation, and gives the other person the impression that you
are confident, friendly, and open. You are also complimenting
the other person by showing a desire to start a conversation
with him.


Minimize Rejections—Look for Receptivity
The more you practice starting conversations, the better
responses you will get. But, of course, there are going to be
some rejections too. No one receives unanimous approval,so
when you do get rejected, don't dwell on it. Instead, use it as
a lesson and adjust your approach for next time.
The best way to minimize rejection is to look for receptivity
in those you approach. Try to be sensitive to "where others
are at," Look for open arms, eye contact, and a smile. Look for
people who are sending receptive signals through their body
language, and when you feel the time is right, approach them
in a friendly and direct way. For example, if you are at a party
or dance, and would like to ask someone for a dance, then
look to those who either are dancing or look like they want to
dance. Wait for a new song to start playing, and then take the
risk. Move closer to the person and establish eye contact,
smile, and ask the person for a dance. Chances are she will feel
flattered that you have noticed her and hopefully will accept
your invitation. If, however, the answer is no, then accept it
gracefully with a smile (like water off a duck's back), and ask
someone else. Keep asking and your'e bound to get an accep-
tance. The more you ask, the better you'll get at picking out
people who will respond the way you want them to.

How to Accept Rejections
If you have been rejected many times in your life, then one
more rejection isn't going to make much difference. If you're
rejected, don't automatically assume it's your fault The other
person may have several reasons for not doing what you are
asking him to do; none of it may have anything to do with
you. Perhaps the person is busy or not feeling well or gen-


uinely not interested in spending time with you. Rejections
are a part of everyday life. Don't let them keep you from
reaching out to others. When you begin to get encouraging
responses, then you are on the right track. It's all a matter of
numbers. Count the positive responses and forget about the
rejections.
This simple philosophy can help people who fear rejec-
tion. If you have only taken a few social risks and have been
rejected once or twice, then those rejections loom very large
in your life. If, on the other hand, you take more risks, and start
conversations, you will receive a mixture of open and closed
responses, and each rejection will become less and less
meaningful. Focus on the positive responses, and you will get
better at choosing receptive people.
You really have very little to lose, and a lot to gain. Taking
the risk to be the first to say hello isn't such a fearful step.
When you take the active role, you are sending this message:
"I'm friendly and willing to communicate if you are."

2. Ask Easy-to-Answer Ritual Questions
Ritual questions are easy-to-answer requests for information.
Although basically requests for personal background or gen-
eral information, they also convey this message: "I'm inter-
ested in getting to know you better."

Breaking the Ice—A Compliment or Comment
Followed by a Ritual Question
Ritual questions can be used to break the ice with someone
you don't know and wish to speak to. The easiest way to start
a conversation with a stranger is to employ one of the three
following openings. First, notice something interesting about

40 HOW TO S A T A CONVERSATION AND MAKE FRIEND
T R

the person you wish to speak with and, in a friendly and sin-
cere manner, offer a compliment. Quickly follow the compli-
ment with a ritual question that is directly related to the
compliment you just gave. The "opening line" might be:
"That's a beautiful ring you're wearing! What kind of stone is
it?"or "Say, you're a terrific skater! How did you learn to do all
those tricks?"
A second way to break the ice is to notice something that
the person is carrying—maybe a book, musical instrument,
or a piece of sporting equipment. After establishing eye con-
tact and smiling, ask a ritual question based on the object. For
example, if you see someone carrying a tennis racket, you
could say something like: "Excuse me, but could you recom-
mend a good place to take tennis lessons?" or "Do you know
a good place to play without having to wait for a court?" or "I
notice you have a racket like the one I'm interested in buy-
ing. How do you like it?" or "I see you're a tennis player. I
want to start playing. Can you recommend a good racket for a
beginner?"
If you see someone reading or carrying a book, you can ask
how he likes it. If a person has a musical instrument, you can
ask him what kind of music he plays, where he plays or stud-
ies, how long he has been playing, or how you might get
involved. If you see someone taking photographs, you could
ask him about the type of camera he has or if he is a profes-
sional or amateur photographer. These questions can be
applied to almost any object a person is carrying. It is a safe
and friendly way of showing someone you've noticed him,
while breaking the ice and starting a conversation at the
same time.
A third way to break the ice and start a conversation is to
make a comment or ask a question based on the situation.


A compliment followed by an easy-to-answer ritual question is a good way to
break the ice.

This can be a request for information like: "Say, excuse me,
but I'm looking for an apartment in the neighborhood. Do
you happen to know of any places that might be for rent?"
Another common question might be: "I'm looking for a good
place to eat nearby. Can you recommend a restaurant in the
neighborhood?" If you see someone who looks like she
needs some assistance, then offering to help is an excellent
way to start a conversation. You might say: "You look a little
lost. Are you looking for someplace in particular? I live in the
neighborhood—maybe I can help you."
In addition to asking for or offering assistance, another way
to start a conversation is to make comments based on what


you observe. It is best to focus on the positive things you see
rather than complaining about the negative. This way you can
let others in on the way you see the world, and not get caught
in a conversation of "Ain't it a shame!" If you happen to be
standing in a movie line, you can comment on other films, or
the most recent book you've read if you are browsing in a
bookstore. A straight-forward comment you can make is: "I've
seen you here before. Do you live or work around here?"
Ritual questions are good for breaking the ice and starting
a conversation. By looking for what people are involved in,
you can easily focus on a topic of interest to the other per-
son. Remember, in addition to finding out about the other
person, you are sending this signal: "You seem interesting to
me, and I'd like to get to know you better!"

FAQ
I dine at a local restaurant where I often see some-
one else who usually eats alone. How can I ask her
if she wants to join me for dinner?

Make an effort to be seated near the person dining alone,
and when she looks in your direction, make eye contact, nod,
and smile. If she smiles back, you can say, "Hello. I've noticed
that you eat here a lot, too. What's for dinner tonight?"
Remember that you are just showing interest and seeing if
she appears open for contact If her response is friendly, you
might say, "I really like their sandwiches here, but tonight I
feel like something different. What do you usually order?"
The goal is to start a conversation from your separate seats
and see where it leads. If it seems like she wants to continue
to talk you can say, "If you're not waiting for someone, would
you like to join me?" or "Do you mind if I join you?"


Many people who frequently dine alone might be happy to
accept your invitation if you approach them in a friendly and
low-pressured way. "You can also offer to buy a person a drink
to show you are interested in chatting with het Just remem-
ber that your offer is only a friendly gesture and doesn't nec-
essarily mean that you are treating her to dinner or that she
owes you anything in return. However, if she declines your
invitation, she may be shy or she might simply prefer her
own company. Don't get upset or angry. Just smile and say,
"No problem, enjoy your meal."

The Perfect Time to Introduce Yourself
Exchanging ritual information also allows you to prepare to
introduce yourself to the other person. Generally, the longer
you wait to make an introduction, the more uncomfortable
people get, so the sooner you take the initiative, the better.
When there is a pause in conversation, this is a good time to
say, "By the way, my name is . . . What's yours?" The other
person will almost certainly respond in kind. Offer a hand-
shake and a friendly smile, and say; "Nice to meet you." Then
ask a question or make a comment about what the other
person has told you, and your conversation will be off and
running.

Closed and Open Ritual Questions
You might find yourself asking ritual question after ritual
question, and only getting one- or two-word answers. This is
probably because you are asking "closed-ended" ritual ques-
tions instead of "open-ended" ritual questions.
Closed-ended ritual questions usually require only a yes or
a no, or just a one- or two-word answer. They are "fishing
questions" because you're looking for a "bite." Closed-ended


Ask Closed & Open-ended Questions

CLOSED-ENDED
A question that asks for a
yes, no, or short answer

OPEN-ENDED
A question that asks for a
more detailed answer

questions are useful for breaking the ice and finding out
some basic facts, but they are more effective when followed
with an open-ended question. Open-ended ritual questions
usually require a more detailed answer, and they encourage
the other person to talk. In addition, they provide an oppor-
tunity to reveal facts, opinions, feelings, and most important,
plenty of free information. Closed-ended questions often
begin with words like: Are? Do? Who? Where? and Which?
Open-ended ritual questions commonly start with How?

Breaking the Ice find Getting the Conversation Going 45

Why? In what way? How did you get involved? How can I get
involved? "What" can be used as both an open- and closed-
ended question.
Here are some common examples of closed-ended ritual
questions.

Do you live around here?
Do you like the food?
What time is it?
Are you going to the park?
When did you get here?
Where are you from?
Are you enjoying your stay here?
Is this your first visit here?

Here are some examples of open-ended ritual questions.

How did you find your apartment?
In what ways do you think this country (city, college, etc.)
has changed?
How did you get involved in that line of work?
Why did you decide to move there?
What brings you to our town?
What do you like to do on your days off?

These are just a few examples of closed- and open-ended
ritual questions. Remember to follow closed questions with
open-ended questions. In this way you can fish for topics of
interest and then seek further information by asking open-
ended questions.
Make your questions easy and straightforward. Most people
are far more comfortable answering expected, easy-to-answer


questions when they first meet a person, rather than difficult
or complicated questions that put them on the spot.
Some people think that they may offend the other person
if they ask ritual questions. They say they don't want to
be too personal or pry. In most cases, the opposite is true.
Most people feel flattered when someone notices them in a
friendly way and shows a genuine interest. This usually
encourages the person to talk.
It is also very important that you be willing to answer rit-
ual questions. Answering a closed-ended question with more
than just a one- or two-word answer shows that you are will-
ing to talk. Your extended answer also offers the other per-
son more information to ask you about or an opportunity for
him or her to share a related experience. For example, let's
say someone you've just met asks you a closed-ended ques-
tion like, "Where are you from?" You can answer, "I grew up
in . . . , but I've been living in . . . and working as a . . . for the
last five years."

Free information
When we communicate with one another, we reveal much
more than we realize. The information that we volunteer is
called free information. When you ask or answer a ritual
question, be aware of the free information that accompanies
the answer. Focus on this, and use it as conversational fuel for
follow-up questions. By focusing on the free information we
can explore each other's experiences and interests in a nat-
ural and free-flowing manner.

Telling Others What You Do
Some people feel uncomfortable if others ask them the ritual
question "What do you do?" They feel people will stereotype

Breaking the Ice And Getting the Conversation Going 47

them or make assumptions based on how they earn a living.
No one likes being put into a pigeonhole, but if you get angry
or become resistant when asked about your profession, you'll
throw cold water on the conversation. Although it may not
be a good first question to ask when you meet someone,
being ready with a short answer is useful
If you like talking about your profession, then reveal some
free information and see if the other person shows more
interest. After a few sentences about your line of work, it's
fine to ask what he or she does for a living. For example, you
can say, "So now you know a little about what I do for work.
What about you?" If, however, you prefer not to discuss your
work, still answer the question in a word or two. Then add
free information about what you do want to talk about. For
example, you might say, "To pay the bills I work as an attor-
ney for a bank, but my real passion is French cooking!"
You can reveal other basic facts about yourself, while guid-
ing the direction of the conversation. If you insist on not dis-
closing this information, the other party will slowly become
suspicious (especially if he has given out that information) or
lose interest in trying to get to know you. If you expect to be
friends with this person, how long can you withhold this
basic information?
Many people who don't like to tell others what they do are
also anxious about other types of ritual questions. They feel
small talk is dull and boring, and should be avoided. Instead,
they say they want to talk about something important.
While there isn't a particular order as to how conversations
should proceed, most conversations that do not go through
the "ritual" phases rarely proceed to deeper and more mean-
ingful levels. Small talk is a very important element in conver-
sations and in establishing friendships and relationships.


The Power of Small Talk
Small talk often gets a bad rap, but it is one of the most
ages
useful communication tools we have. Small talk encour-
because it:
ages conversation bec

1. Demonstrates a willingness to talk.
2. Allows people to exchange basic information and
find common interests.
3. Provides an opportunity for speakers to reveal the
topics that, they want to talk about.

Getting to Know You
Ritual questions allow you to reveal basic personal informa-
tion in a natural and informal way. By exchanging little details
about one another, you can get to know the person you are
talking with very quickly. Ritual questions help you quickly
determine if you would like to get to know this person bet-
ter. Ritual questions help you to find out and disclose per-
sonal backgrounds, and provide an opportunity to discover
the "big things" in a person's life.
Ask ritual questions when you want to break the ice or
change topics in conversation. If your ritual question gets a
brief response, try another until you get an enthusiastic
response. When you discover an area of interest in the other
person, be sure to follow with an open-ended information-
seeking question. When the topic seems to be running out
of steam (you don't have to talk a subject completely out),
return to another ritual question based on free information
that you or the other person revealed earlier.


If you employ these ritual question techniques for break-
ing the ice with the people you meet, you'll discover they
really do work. Being the first to say hello won't be a problem
any longer

3. Know What to Say by Listening
(Active Listening)
Okay so you ask a few ritual questions, then what do you say?
You always seem to run out of things to talk about in less
than a minute! You can never think of what to say next!

Don't Think—Listen for "Key Words"!
Know what to say next by listening carefully for key words,
facts, opinions, feelings, and most of all, free information.
Don't think about what you are going to say next, because
while you are thinking, you're not listening! Most shy people
are usually so preoccupied with— "Oh no, it's going to be my
turn to talk soon, and I won't know what to say!"—that they
don't hear what the other person is saying.
The solution to this problem is to use active listening
skills while the other person is speaking. These include
using good body language, especially eye contact, smiling,
and nodding in response. Active listening encourages people
to continue speaking, and it shows that your attention is
focused on the conversation.

Improve Your listening Skills
Conversation problems include poor listening, memory, and
concentration skills. There is usually enough time for your
mind to wander while you are being spoken to, and many


Use and Listen for "Key Words"

people speak slowly and with lengthy pauses between
thoughts. The result is that your mind may wander. You can lose
your concentration and even the main idea of the conversation,

Ask Relevant Follow-up Questions
Asking relevant follow-up questions based on what the other
person has said shows you are listening. Closed-ended ques-
tions help to clarify facts and details. Open-ended questions
encourage the speaker to elaborate and suggest that you are
interested in the topic.

Breaking the Ice and Getting & Conversation Going 51

Use Examples
Ask for and think of examples that support or question what
is being said. If you are not sure what the other person is say-
ing, or you don't understand what she is talking about,ask for
an example to make the point clear for you.

Anticipate
A good listener is actively involved in the conversation, and
can often anticipate what the speaker is going to say next.
This involvement shows concern and interest, and will usu-
ally reinforce facts and details. If you anticipated the speaker
correctly, then you know you are probably on the same wave-
length. If your anticipations were not correct, this can be a
warning signal that you and your partner are not tuned in to
each other, and that a misunderstanding may be developing,
Caution: Don't finish the other person's sentences. Not only
is it rude, it shows you're not listening.

Summarize
It is not uncommon for people talking to wander off the
main topic. When you are listening, it is helpful to keep the
main theme in mind, and from time to time, summarize what
the other person has said. You can say something like: "It
sounds to me like you are saying. . . Am I right?" This
focuses your listening skills, and helps you remember impor-
tant details and the main ideas of the conversation. When
you understand her main point, restate it. For example, you
can say, "If I understand you correctly, you think . . ."

Get Actively Involved
Conversations are more fun when you get actively involved.
By participating, you'll improve your listening skills and


retention of details and main ideas. Plus, the other person
will feel more comfortable because you're showing interest
in what he has been talking about. Be sure to link the new
information with your prior knowledge and experience. Ask
yourself: "How does what he just said relate to my under-
standing and experience of the topic?" Combining your prior
knowledge and new information will provide you with
enough new questions and comments to easily continue the
conversation.

Listen for "Iceberg" Statements
An "iceberg" statement is a comment or a piece of free infor-
mation where 90 percent is under the surface, waiting to be
asked about. Iceberg statements usually come in the form of
one or two words that accompany answers to ritual ques-
tions. These statements are hints about topics that the per-
son really wants to talk about if she thinks you might be
interested. When you hear an iceberg statement like, "YouH
never believe what happened to me ..." or "Guess what I've
been doing," quickly ask a related foiiow-up question or say^
"What happened?" or "You don't sayl Tell me, how was it?"
Other follow-up open-ended questions are "Why do you say
that?" "In what ways?" and "How so?"

FAQ
How do I enter a conversation at a networking
event when two or three people are talking to each
other?

To enter a conversation in progress, you must be within lis-
tening and speaking range. Move close to the people speak-
ing and show interest in what is being said. Use plenty of eye
contact, nodding, and smiling to send the signal to the


Listen for "Iceberg Statements"

speaker that you want to hear more. Often, when a speaker
sees you are interested in what he is saying, he will begin to
include you as a listener.
When there is a pause, or the speaker says something you
can respond to, then interject your comment or question
into the conversation. If you use easy-to-answer information
questions, the answers will be directed to you specifically. Say


something like, "What did you do then?" or "How did you
arrive at that conclusion?"or "That's a truly incredible story*
How long ago did this happen?"
You may be saying to yourself that this is an intrusion into
a private conversation. If you have listened and carefully
observed the people, you will quickly be able to determine if
they are receptive. In many cases, especially at networking
functions, the speaker is searching for others to interact
with, and a new person who shows interest in participating
is usually welcome.
Caution: Be careful not to play devil's advocate—that is, to
take an opposition position for the sake of argument. This usu-
ally leads to a tense and competitive conversation, with a win-
ner and a loser. You won't be considered a welcome addition to
a conversation with a group of strangers if you make them look
stupid or embarrassed in front of their friends or colleagues.

Good Listening Requires Practice and Concentration
Active listening skills need to be practiced and will aid your
conversational abilities immensely. They will encourage those
you talk -with to elaborate further and to feel more comfort-
able in opening up to you. When you share a person's enthusi-
asm for a topic by listening closely to what he says, you are
giving him a "green light" to continue. Active listening shows
your interest and curiosity in a person by sending this mes-
sage: "I'm interested in what you are saying—keep talking, I
want to hear more!"

4. Seek More Information Based on Free Information
After you have broken the ice, asked a few ritual questions,
and used active listening, then seek further information
based on the free information you have learned. By taking


advantage of free information,you can guide the direction of
the conversation. Ask open-ended questions that refer to the
free information either you or your conversation partner has
revealed.
Free information is communicated by a person's clothing,
physical features, body language, personal behavior, and
activities, as well as by her words. Sometimes free informa-
tion will consist of a general impression. Then you can say
something like: "You seem to know a lot about
Are you involved with ?" or "You sound like an
expert. Do you teach a class on that subject?" or "That laptop
you're using sure looks cool. What kind is it?"
Always try to follow closed-ended ritual questions with an
open-ended ritual question, to give your partner a chance to
elaborate on the topic. For example, "What made you decide
to buy that model?" Pay close attention to facts, details, and
especially more free information, with the idea of directing
the conversation into areas of mutual interest.
When discussing areas of professional interest, take care
not to "pick the person's brain." Don't ask for free advice on a
particular problem you are having. For example, if you meet a
dentist, DON'T say: "Oh, you're a dentist! How convenient!
Say, I've got this sore tooth here,and I was wondering,as long
as we are here, would you take a look?" Most professionals
don't mind telling others what they do, and even discussing
their work if they think you are interested, but they resent
being hit up for a free office visit,

Asking Personal Questions
Asking personal questions always requires a particular sensi-
tivity to the other person's feelings, and especially his level of
receptivity to you. It is usually best to preface personal ques-
tions with a softener like, "Excuse me for asking but..." or


'Id love to know, if you don't mind telling me . . . ?" or "I
hope I'm not being too personal, b u t . . . ?" or "If you don't
mind my asking . . . ?"
If you ask a personal question in such a way that the other
person does not have to answer, often he will respond in some
form. It may not be the direct answer you are looking for,
because many people have trouble saying what they really
mean, especially it it's about a sensitive topic. However, if you
listen carefully for free information and look for receptive
body language, you can get an idea about whether the person
trusts you enough to reveal some personal information.

FAQ
How do you gracefully tell someone she is asking
questions that are too personal?

If you are asked a question you'd rather not answer, simply
say, "I'd rather not answer that question, if you don't mind."
Most people win accept this statement as a courteous way of
saying, "Mind your own business." If you are asked how much
something costs and you'd rather not discuss it, say "I don't
really know because it was a gift," or you can say with a wink,
"Too much" or "Not enough."
A word of caution: Many people are overly concerned
about revealing certain ritual information such as their occu-
pation, where they are from, etc. Don't be resistant about
answering these "signals of interest" ritual questions.
If you feel a question is too personal to answer, or you'd
rather not, it is your right to do as you wish. After declining
to answer, throw the conversational ball back to the other
person with a ritual question on a new topic.


Disclose your hopes, dreams, loves, joys, and sorrows so people will be able to
identify with you. We aM share these basic emotional experiences.

Avoid Pitfalls When Seeking Information
Avoid traditional conversational taboos such as death, gory-
crimes, unhappy events, personal gossip, or racial and ethnic
slurs. Avoid getting things off your chest and using the other
person to tell all your troubles to. It is best not to overdrama-
tize regular daily events in your life or call attention to prob-
lems that your conversational partner cannot easily solve.
These interactions can create a negative impression about
you. Remember that it's better to begin with easy questions


that are upbeat. They will encourage your partner to feel
comfortable and allow you both to get to know each other
through gradual self-disclosure.
Listen carefully for topics a person may wish to avoid dis-
cussing. Be sensitive to the other person's feelings, and don't
make him just answer question after question if you get the
feeling he'd rather not talk about a particular subject or issue.
A "cross-examination" can turn the other person off and
usually occurs when you ask too many closed-ended ritual
questions.

5, Disclose Free Information
Self-disclosure completes the conversational cycle of taking
risks, asking ritual questions, active listening, and seeking
information.

It's a Way to Let Others Get to Know You
Self-disclosure lets others get to know you on your own
terms. The information you share with the people you meet
determines how they get to know you. Be enthusiastic when
you share your personal interests and the "big"events in your
life, including your hopes, goals, and most rewarding experi-
ences. You can gradually tell others what you do for employ-
ment, your background, goals, and, most important, your
availability for future contact.

To Tell or Not to Tell—That Is the Question
Do you maintain a veil of privacy because you believe that:
1) if people knew what you were really like, they would
think less of you; 2) being too familiar with someone breeds


contempt, so remaining mysterious is best; or 3) if a person
knew intimate or personal facts about you, she might use this
information against you?
Yes, a certain amount of caution about revealing personal
aspects of one's past is prudent. However, if you are secre-
tive, you will leave the impression that you have something
to hide. No one expects (or wants) you to reveal your deep-
est fears or secrets, but if you desire meaningful conversa-
tions, be prepared to reveal some of your history and what is
important to you.

Realistically, What Do You Have to Lose?
People who resist disclosing personal information place
much more importance on it than the details warrant. Once
you take a look at what is being revealed, the details aren't
secrets that must be kept. Close and meaningful relationships
are nearly impossible without personal revelations and
mutual trust and confidence. Trust is created by being will-
ing to reveal some personal information to the other person.
While some feelings are best kept to oneself, especially in
work-related situations, it can be destructive to let this
guarded attitude carry over into your personal life. Although
there are people who do take unfair advantage of others' per-
sonal disclosures, avoiding sharing personal feelings is a guar-
antee of a life of loneliness and isolation.
To overcome this problem, begin to observe others as they
disclose information to you and others. See how often you
bury your feelings and opinions. Take the risk of being more
open with your disclosures. The next time someone asks you
a question about your background, personal feelings, or opin-
ions, remember you are entitled to think and feel as you
please. You are free to express yourself to others.


Self-Disclosure—Four Levels to Building Trust
There are four levels of self-disclosure that we use daily. The
first is called "cliche" greeting. These are very general disclo-
sures and are responses to ritual greetings such as. "How are
you?" "What's new?" "How are you doing?" "How have you
been?" or "How's the family?" Though these questions evoke
responses such as "Finer or "just great, couldn't be better,"
they provide an excellent opportunity to reveal free informa-
tion. These Low-level disclosures tell the other person that
your attitude is open and friendly, and if the situation per-
mits, that you are available for conversation.
After people exchange greetings, they usually exchange
some basic personal facts. Tell others what you do, where
you are from, what you like to do for fun, or some current
project or activity that you are involved in. This second level
of self-disclosure provides a background of experiences and
information for conversational partners to compare and
explore. It is at this point that people begin to get to know
one another.
The third level of self-disclosure is revealing personal opin-
ions and preferences on different subjects. At this level you
can reveal your attitudes, values, and concerns. You can tell
others what you honestly think and feel about the world
around us. Express your ideas in an open manner and encour-
age others to share their ideas on varied topics. Remember,
people have differing views. Good conversation is not a
debate, with a winner and a loser, but an exchange of views
and ideas. Open-minded discussion, not arguing, is an excel-
lent means of sustaining a conversation while letting the
participants know more about one another on a more mean-
ingful level.


The final level of self-disclosure is your personal feelings—
especially about the people you know and wish to become
closer to. These are the most difficult disclosures for most
people to make because they require revealing our emo-
tions. Though it can be difficult (and risky) to reveal your
feelings, it will give your partners a more meaningful sense of
who you are, and what is important to you. When you dis-
close your hopes, dreams, loves, joys, and sorrows, people
will be able to identify with you. because we all share these
basic emotional experiences. Many people make the com-
mon mistake of using the word "you" when they mean "I."
When you disclose your feelings and opinions, remember to
use the words "I feel (think, believe," etc.).

Helpful Self-Disclosure Hints
Be Careful About How Much You Disclose
Don't go to the opposite extreme of "telling all." We've all
had the experience of someone telling us her life story—and
we know how uncomfortable this can be. If s better to reveal
your background and ideas a little at a time and within the
context of the conversation.

Be Realistic About Yourself
If you exaggerate your good qualities and hide your faults,
people will soon realize that you are not presenting a real
picture. It's important to be yourself. Sometimes people
won't believe what you tell them, so disclose specific details
including names, dates, and places. Let the discussion con-
tinue along with your self-disclosures so that you're certain
your partner is taking you seriously.


Reveal Your Goals
Reveal your goals and struggles. You'll be surprised to learn
that most people empathize with you and will usually be
encouraging. The person you are talking with may be able to
assist you in some way. By the same token, you maybe able to
assist your partner with his goals. If you can help someone
else, your're certain to make a friend right away!

Let Someone Get to Know You
Don't be afraid of boring the other person. Most people are
interested in making new friends, and it's essential to let oth-
ers know who you are and if you have mutual interests. You
don't have to entertain the people you meet, but be as
upbeat as possible. Most people value personal contact.
When you share aspects of your life with another person, you
are making this all-important contact with her.
The following sample dialogue identifies the four levels of
self-disclosure.

(greeting) D: Hi, Bonnie! How are you?
(greeting) B: Oh, hi, Don. I've been pretty good. What
have you been up to?
(fact/preference) D: Busy writing books and presenting
workshops, plus I've been gardening in
my spare time. What about you?
(fact/preference) B: I'm still in sales, but I want to do some-
thing new. I'd like a job where I can use
my computer graphic skills.
(opinion) I think it's important to work at some-
thing you enjoy don't you?
(opinion) D: I couldn't agree more. So are you ac-
tively looking for a job?


(fact) B: I've sent my resume to several compa-
nies in the area.
(preference) I'm hoping to find a job near where I
live so I can walk or ride my bike to
work.
(opinion) D: That's a good idea, J think walking is a
great way to exercise. All you need is a
good pair of walking shoes.
(feeling) B: I feel more relaxed after I exercise and
it helps me concentrate on my work.
(opinion) I wish businesses would encourage
their employees to get more exercise.
(fact) D: I walk to the post office every day. It's
only about a mile round trip,
(opinion) but I think it helps me work, too.
(feeling) Besides, I enjoy chatting with friendly
neighbors like you!
(feeling) B: That' s nice of you to say, Don. You're a
good neighbor, tool
(fact) Weil, I guess I'd better get going. I've
got a job interview this afternoon and
(feeling) I'm a little nervous. Happy gardening?
(opinion) D: I'm sure you'll do great. See you later,
Bonnie, and good luck with your inter-
view.

3
Five Seconds to
Success: The Art of
Remembering Names
Most people are too conscious of their own problems
in this matter to hold yours against you. Even if they
wanted to give you a black mark, they wouldn't know
next to whose name to put it.
— Judith Martin, a.k.a. "Miss Manners," author, etiquette expert

Five Seconds to Success
Five seconds! That's all the time you have to make a great
first impression. Five seconds is all the time it takes to intro-
duce yourself and remember a person's name. Five secondsl
What faster way is there to begin a successful business or
social relationship?
The famous author and public speaker Dale Carnegie said,
"The sweetest sound in any language is a person's name."
There's no question about it. People feel flattered when you
remember their names. When you remember the name of a
person you've recently met, you make him feel important
and special and you add a large measure of personal warmth
and friendliness to the conversation. Remembering names
also shows that you are listening, builds rapport with new
acquaintances, and helps overcome the natural barriers that
separate strangers.

Five Seconds to Success: The Art of Remembering Names 65

A Good Memory for Names Is Rare
How many times have you been talking to someone you've
met before—maybe even more than once—and you can't
remember his name? Or you're introducing mutual friends or
acquaintances, and one person's name just slips right out of
your head? Or you go to a party and you are introduced to
someone, and five seconds later you can't recall her name?
Or maybe you see a client, and you don't remember his
name, so it's difficult to introduce him to your boss? As a
result of your poor memory, you feel embarrassed and avoid
people you already know, as well as new acquaintances
because you might offend them by forgetting their names.

Why Do We Forget People s Names?
The most common reason for forgetting names is failing to
focus on the moment of introduction, so you never hear
them in the first place. You are too busy thinking about what
you're going to say next or worrying about what others will
think of you. This counterproductive self-talk sounds like
this: "What am I going to say after I say hello?" "Does my hair
look okay?" "I don't want to be too forward." "I'm sure I'll say
something stupid." "I hope I'm making a good impression." "I
wonder i f . . . "
Other distractions such as loud music or people talking
can also cause you to miss the name. But lack of interest is
the worst reason for failing to focus on someone's name. If
you say to yourself, "I'll probably never see this person again,
so why should 1 bother learning his name," you have set the
stage for a disjointed, impersonal, and short conversation.


Five Seconds to Success
Use the following 5-second strategy to remember first
names:
1) The first second: Focus on the moment of intro-
ductioin.
2) The second second: Don't think about what to
say—listen for the name.
3) The third second: Repeat the name aloud.
4) The fourth second: Think of someone you know
with the same name.
5) The fifth second: Use the name durng and at the
end of the conversation.

The Firet Second: Focus on the Moment of introduction
Let the other person know that you consider her name
important by giving her your full attention when you are
introduced. Make direct eye contact, offer a warm smile, and
extend a firm, friendly handshake. Holding on to the other
person's hand an extra second can help you focus on the crit-
ical moment of introduction and what is about to come
next—her name.

The Second Second: Don't Think about What to Say—
Listen for the Name
This is the moment you've been waiting for, so don't blow it
by thinking about yourself and what you're going to say next.
Concentrate your complete attention and listen for every let-
ter in the person's name, particularly the first initial. If you
missed the name, simply say, "Sorry, I didn't catch your name."


Or, "Excuse me, I missed your name." If the name is unusual, a
foreign name, or you're stiii not sure what he has said, ask:
"Can you speJl your name for me? I want to be sure to get it
right."

The Third Second: Repeat the Name Aloud
Be sure to repeat the name to make sure that you got it right.
Quickly imagine the first initial etched on the person's fore-
head or connect it with a feature on his face. This may sound
weird, but it works, especially when you are trying to recall
the name later.
Repeating the name also has several additional benefits.
First, it lets the other person know that you listened and that
you are making a concentrated effort to remember her name.
This is flattering. Second, if you got the name wrong, it allows
the other person to correct you. Finally, by repeating the
name, you think it, say it, and then hear it again, thus giving
yourself three more repetitions in addition to hearing the
name the first time. And, as most memory experts agree, rep-
etition is one of the key ingredients to retention and recall—
or, practice makes perfect.

The Fourth Second: Think of Someone You Know With the
Same Name
Just think of all the people you know named John, Susan,
Robert, Diane, Linda, Steve, Mary,or Frank. Chances are good
that when you meet someone new, he or she will have the
same name as someone you already know, and this will help
you remember the name,
As you are introduced, think of someone else you know
with the same name—a relative, classmate, or even a pet! It's
best to lock in on the first person who comes to mind and to


use that same person each time you meet someone new
with that name. For example, each time you meet a new Bar-
bara, always think of Aunt Barbara. The two people don't
need to look anything alike. And you don't even need to
actually know them personally. The name could belong to a
movie star or someone you've heard of (even a cartoon char-
acter) but don't know personally. For example, when you
meet an Elizabeth, you might think of Elizabeth Taylor or
Queen Elizabeth. Michael Jordan may be the first Michael you
think of when you meet someone with that name, and so on.
This technique may sound strange, but with a little practice,
you'll remember most of your new acquaintances with com-
mon first names.

The Fifth Second: Use the Name During and at the End of
the Conversation
"Pat, when you said that you . . ." "John, what made you
decide to ... ?" "Eileen, it was really great hearing about your
trip to ..." "James, how can I get in touch with you?"
Using a person's name personalizes the conversation as it
reinforces your memory and ability to recall it at your next
meeting. Ending the conversation with her name leaves a
great first impression and completes the cycle of starting,
continuing, and ending a conversation.

The Trick to Remembering Names in a Group
Nearly everyone has been in the situation where there is
barely enough time to shake hands with one person before
being introduced to someone else. In many cases, there is less
than a second or two between introductions. How can you
possibly remember everyone's name? It's easy! If you focus
on the moment of introduction to each person and then


make a "letter chain," you will be able to remember everyone
in the group.
Here's how letter chains work. English is filled with many
abbreviations, acronyms, company logos using letters, and
short words. The trick is to take the first letter of each per-
son's name and quickly hook them together into either an
abbreviation, letter logo, short word, or a series of letters. The
chances are good that if you can remember one or two of the
names, you can use the letter chain to help recall the other
people's names as well. Consider the following examples:
Let's say you are at a party and you are introduced to
George and Maria. Think "GM," as in General Motors, or "MG,"
as in the English sports car. If you remember George's name,
and you remember "GM" or "MG," that's probably all you'll
need to help you recall Maria's name. Suppose you are seated
around a table in a restaurant and you're introduced to
Theresa, Alba, and Gary. The letter chain is a short word:
T-A-G. Look for letter combinations such as brands, logos,
abbreviations, call letters of television or radio stations,
double letters (they could be the same names), or letters
next to each other in the alphabet. For example, Alan, Bar-
bara, and Carlos = A-B-C; Pamela, Harold, and Delia = P-H-D;
Christine, Nancy, and Nick = C-N-N; Peter and Pat = P-P; Steve
and Tom = S-T.
To remember their names, just link the people together,
even if they are not sitting or standing next to each other. Let-
ters can be combined in any sequence that helps you give an
order to the names and triggers recalL During a free moment,
repeat the letters and their corresponding names to yourself
a few more times. The more you repeat the names, the
stronger they will stick in your mind. If you can think of a bet-
ter association to fit the group of names, then make it.


Alternate Methods for Remembering Names
A note before you begin making name associations: Don't
worry or edit yourself if you think of an unflattering or even
downright insulting word association with the person's
name. Most people won't ask you how you remembered
their names; they'll just feel flattered that you did. If someone
does ask, you can simply say, "You really impressed mel" Here
are five more ways to remember the names of the people you
meet.

"Rhymes With ..."
Associating a word that rhymes with the name is a fun way to
help you recall someone you've just met. For example: Tall or
Small Paul, Curly Shirley, Curt the Flirt, Handy Sandy/Andy,
Fancy Nancy, Dan the Man, Silly Billy, Witty Kitty, and so on.

First Names That Sound Like Action Words
Some names sound like physical movements, motions, or ges-
tures. Here are a few examples: Phillip, as in Fill Up my gas
tank. Eileen, as in I Lean on a post. Carol, as in Christmas
Carol. Bob, as in Bobbing for apples. Rob, as in Robber.

First Names That Sound Like Objects
Some first names are the same as objects or words that we
see and use every day. jack, Bell, Rose, Iris, Bill, Jean, Ray,
Barry (bury), Art, Angel, Bea (bee), Hope, May, and June are
examples of this.

First Names with the Same Initial
as a Personal Interest
The first letter of some first names correspond to the first ini-
tial of the person's interest. For example, Greg the Guitarist,


Ruth the Runner, Terry the Teacher, Sally the Sailor, or
Eleanor the Engineer.

Choose a Feature and Associate It with the Name
Here's another way to remember a name. Look at the per-
son's face carefully, and chances are you will see that one fea-
ture stands out. It may be her eyes, nose, ears, chin, forehead,
brows, birthmark, hair, or even the shape of her face. For
example, Julie's big sparkling eyes make you think of Jewel
Julie, Sam's knitted brow makes him look sad, so you think
Sad Sam. Frank's heavy eyebrows remind you of two Coney
Island hot dogs, so you think Frankfurter Frank. Tim's slim
frame makes you think of Tiny Tim. Sandy's black hair makes
you think of the black sand beach in Hawaii, so you think
Black Hair like Sand Sandy. Some other possibilities are Bushy
Bearded Bill, Muscular Mark, Large Larry, Blue-eyed Betty,
Blond Barbara, Big Ears Ed, Slim Jim, Hairy Barry, and so on.

FAQ
When I'm at parties, I frequently see people whom I
have met before, but I can't remember their names.
What can I do to avoid being put into the extremely
embarrassing position of having to say, "I've for-
gotten your name'?

Sometimes, no matter what you do, you simply can't come
up with the person's name. Here are a few additional "guer-
rilla" strategies for finding out people's names:

• Ask the host or someone else to identify the guests for
you.
• As you are engaged in conversations, carefully listen as


other guests use names. Make quick associations right
away.
• If possible, peek at a guest list or seating arrangement.
Seeing names in print may help you figure out who's
who.
Another surefire method is to reintroduce yourself with,
"Hello, do you remember me? I'm Don. We met quite a while
ago at.. ." In most cases, the other person will be thankful that
you volunteered your name and will do likewise. If he or she
doesn't, you can simply ask, 'And your name again is ?"

And if all else fails, you can say with a sheepish grin, "Of
course I know your name, but my mind has just gone blank."

With Practice, You Can Become Really Good
at Remembering Names
You may think it takes a long time to learn how to form asso-
ciations with the people you meet. The opposite is usually
true, and with practice and confidence, making associations
becomes instantaneous. If you perform these mental opera-
tions all the time, your ability to learn and recall first names
will improve tremendously. Then, when you see people
you've met before and you use their names, they'll say, "I
can't believe you remembered my name!"

Remembering Someone's Name Has a lasting Effect
The rapport that comes from remembering someone's name
makes people instantly like you. As a result, a good conversa-
tion will probably begin spontaneously, and you'll both feel
good about talking to each other. But something else may
happen, too. Just remembering his or her name could be the
start of a new friendship!

Part II

Continuing Your
Conversations with
Wit and Charm

4
Keeping the
Conversation
Going Strong
Form a concrete concept of what you want by ver-
balizing your dream and you become more eloquent in
describing it.
—les Brown, author and motivational speaker

Once you've broken the ice by saying hello and making a
comment or asking a few questions, do you get "tongue-
tied"?
Sustaining conversations is easy if you know the key fac-
tors involved. Of course, good body language, displaying
interest and curiosity, and being friendly and enthusiastic are
essential. Here are six additional keys to sustaining conversa-
tions easily and naturally.

1. Focus on the situation you are in.
2. Find out about the "big" events in the other person's
life.
3. Balance the two-way information exchange.
4. Discuss topics that are important to you.
5. Change topics using free information.
6. Seek out common interests and experiences.


Keeping the Conversation Going

Key No. 1: Focus on the Situation You Are In
Begin by identifying yourself in your immediate environ-
ment, that is, right in the room or place where you happen to
be. Why are you here? Who else is here that you already
know or want to meet? What activities take place here? How

Keeping the Conversation Going Strong 77

did you come to be in this place? What makes this place
unusual or interesting? What can you find out about this
place from someone else? What previous experiences have
you had in this place? How do you feel about this place?
You can converse with others simply by focusing on the
various aspects of your immediate surroundings. Once you
identify yourself, it's natural to find out what others are doing
in this place. This approach can provide many conversational
topics. You don't have to think of what to say. Just observe
your situation and find something to ask or comment about.

Look Outward—Not Inward
Many poor conversationalists tend to look and think inward
rather than focusing on surrounding people and events. They
think about how they look, what others might think about
them, and whether they are liked. They wonder if people will
think they are intelligent or stupid, attractive or ugly, and so
on. These "inward" thoughts will make you feel self-
conscious and almost totally unaware of what is occurring
around you. As a result, all that conversational fuel right in
front of your eyes, ears, and nose is lost. Instead, use your
senses to pick up the details around you and use them in con-
versation. In addition, when you think and look outward,
you'll be less self-conscious and uncomfortable. Your self-
confidence will increase, fear and self-doubt will diminish,
and your conversations will become more natural and sus-
tained.

Think of Your Situation as a Series of Concentric Circles
If you focus your conversation on your immediate surround-
ings, it's easy to expand your topics to the next immediate
environment. For example, if you're in an adult education


class, then the classroom is your immediate environment, or
the center of the concentric circles. After you discuss the
class, broaden the conversation to the next circle out to
include the school or neighborhood. Focus on the various
elements of your surroundings—other classes, the campus,
restaurants in the area, movie theaters, clubs, etc. As you con-
tinue, broaden your discussion to include where you live,
how you travel to class, recreational areas nearby, the city, or
interesting outlying areas. Once you realize the enormous
amount of conversational fuel directly available, you'll never
be at a loss for words.
For example, suppose this is your first time at the health
club, and you've finally signed up for that exercise class
you've been promising yourself for months. An attractive
person is next to you in line waiting to register. Finding out
what the other person hopes to gain from the class is a good
beginning. After making eye contact and smiling, say hello
and ask a question or make a comment based on your imme-
diate situation. Be sure to volunteer your own goals too. The
conversation might go something like this:

Roberto: Hi? Are you signing up for the beginning
racketball class?
Mary: I sure am! I've been waiting to learn how to play
this game right for a long time—and now I'm
finally going to do it. What about you?
Roberto: Me, too! I've always been curious about this
health club. I drive by it every day on my way to
work, so I thought I'd give it a try. Have you
taken classes here before?
Mary: I took a swimming course here last summer, and I
really enjoyed it. The instructors were excellent,


and I met a lot of nice people—plus I learned
how to swim?
Roberto: I'm glad you're giving the place a good report.
I'm looking forward to this racketball class. By
the way, my name's Roberto,
Mary: How do you do, I'm Mary Have you played
racketball before?
Roberto: Not really, I've played a bit of tennis, and a little
squash. I like racket games, so I figured it would
be fun to learn racketball. Besides, I want to find
a regular playing partner, and I thought that this
would be a good way to find one. What brings
you to the racketball class?
Mary: A friend told me it's pretty easy to learn and
great exercise. Plus I really want to meet new
people, so here I am! I think the class is going to
be a lot of fun.
Roberto: I'm curious, Mary. Do you know if the food in the
club lounge is any good? I'm always starved after
a good workout.
Mary: I've heard it's pretty good, but I've never tried it.
Roberto: Well, if you're interested, maybe we could meet
for a bite to eat or a cold drink after class?
Mary: Sure! That sounds like a great idea! I'll meet you
in front of the lounge.
Roberto: All right! See you after class!

In Roberto's conversation with Mary they discussed rea-
sons for taking the class, previous experience with racket
games, the staff at the club, the food in the lounge, and finally
a planned meeting for later. Based on the free information
disclosed during the conversation, here are some more


questions or comments that could have sustained the conver-
sation for a much longer period of time:

What do you think of the club facilities?
Have you been taking classes here for a long time?
What other activities do they have here?
Do you live in the area?
Where do you work?
Do you know where there are some good restaurants in the
area?
Do you have other racketball partners?
What kind of work do you do?
What do you do on your days off?
Would you like to meet for a game sometime?

Key No. 2: Find Out About the Big Events
in the Person's Life
Hot Buttons
Dale Carnegie in How To Win Friends and Influence Peo-
ple said if you find the really big events in a person's life,
conversation won't be a problem, "Hot buttons" are areas
that are of keen interest to and create enthusiasm in people
you talk with and in yourself. These are subjects that you or
your conversational partner can really "get into" and talk
about for an extended period of time. Hot buttons can be
work, a new job, a hobby, a career goal, an upcoming trip, a
sporting activity, a personal dedication to a social cause,
and even sex! Hot buttons are subjects or activities that
really interest people. A hot button can be a lifelong inter-


est, a passing fancy, or a current fascination—whatever
turns you on!
It's important to find other people's hot buttons as soon as
possible because these strong interests are extremely fertile
areas for sustained conversations. The sooner you find the
other person's hot buttons and reveal your own, the more
energetic and stimulating conversations you'll have—and
you might discover that you share some strong personal
interests.
One goal of asking ritual questions is to discover the other
person's hot buttons. When you know someone's hot but-
ton, you know how to "turn him on" and you also find out
what he considers important. You discover where he puts his
time, money, and effort—that is, what he values. This is boun-
tiful fuel for conversation, and it tells you insightful things
about the person you're speaking with.
In addition to finding out what turns a person on, search
for common goals, experiences, and ideas. People often have
many topics they're interested in and willing to talk about.
Since we all share common interests, it's important to fish for
hot buttons in others. When you find someone with hot but-
tons similar to yours, you'll be able to find out if he would
like to share those activities and interests with you. This is
where friendships begin to develop.

How to Find Someone Else's Hot Buttons
When you walk into a room full of strangers, do you say to
yourself: "I don't have anything in common with the people
here!"? Many people think their interests are unique and that
others wouldn't be interested. The opposite is usually true.
Because of our accessibility to a wide range of activities, many
people share common interests, goals, and life experiences.


"Hot Buttons" Are High-Interest Topics

The trick is to find out about others, and discover which ones
you have in common.
When seeking someone's hot buttons, fish around subject
areas with ritual questions. When you receive an enthusiastic
response, express interest in the subject. This doesn't mean
you must have a strong interest, but it helps if you can gener-
ate a medium or slight curiosity in the subject. This allows


the other person an opportunity to share some important
aspects of her life with you and will create positive feelings
toward you. Your partner will feel that you care about her,
and, hopefully, she will express a similar interest in you.
Often people wear or carry items that are hot button indi-
cators. Look for sporting equipment, books, jewelry, clothing,
or anything that might provide a clue to the person's hot but-
ton. People participate in activities that are hot buttons.
Focus on these activities by asking open-ended ritual ques-
tions, and sustaining conversations will be easy. Look for
people having fun and striving for self-improvement or
personal gain, and you'll be closer to finding a person's hot
button.
Often people reveal their hot buttons through iceberg
statements—that is, they make a statement that reveals the
tip of the conversational iceberg, and they're just waiting
to be asked the particulars of an activity or project they
are involved in. Listen carefully for free information and
ask open-ended follow-up questions to encourage people
to talk about what they're into. You can say: "That's some-
thing I've always been curious about. How did you get
involved?"
If there are few visual or verbal clues to a person's hot but-
ton, then signal your desire to team more about what is
important to the other person by asking questions such as:

What do you like to do on your days off?
What do you like to do for fun?
What do you like to do when you're not working?
What kinds of things are you interested in?
What do you do to relax?
How do you enjoy spending your free time?


Do you have any projects that you are involved in?
What kinds of hobbies do you enjoy?
Are you involved in any particular organizations?
Have you started any new projects lately?
Is there something that you've always wanted to do, but
never got around to it?
Do you have any particular long-term goals?

How You Can Reveal Your Hot Buttons to Others
It's not enough to find the other person's hot buttons. Remem-
ber, a good conversation is balanced, so be ready to reveal your
hot buttons, too. By letting others know what's important to
you, you are giving them an opportunity to get to know you on
your terms and in a way that makes a good impression.
When you are invited to a party or social event, it is helpful
to write down a half dozen or so topics that you're excited
about and are willing to share with those you meet. Take this
personal inventory of your hot buttons—projects, future
plans, or world events—and talk about them enthusiastically
with those around you.

Share Your Hot Buttons
When you share your hot buttons, be as specific as possible
about your involvement. Use plenty of facts, examples, dates,
and places so your conversational partner has lots of free
information to question you about. Your partner may not
know much about the topic, but your enthusiasm will be
contagious and will provide plenty of fuel for your partner to
ask follow-up questions,
Here are some ways to tell others about your hot buttons:

I'm really excited about...


Guess what, I'm finally going to . . .
I sure am looking forward to this weekend because . . .
I just finished working on . . .
I'm getting ready to begin a big project involving . . .

Take care not to use jargon or technical terms when dis-
cussing topics with people who aren't familiar with your hot
button. Give them an inside look at what excites you about
the topic, rather than overly specific details. Avoid talking
about your own hot buttons too much; it's a common pitfall.
Be sensitive to how much time you devote to your hot but-
ton without hearing again from the other person. It's all right
to let someone know what turns you on, but be aware that
the other person may not necessarily want to hear every-
thing you have to say about that topic. If you get go-ahead sig-
nals (like several follow-up questions), then continue with a
few more sentences until you sense that the conversation
should return to the other person.

Seek Common Interests
Many people are pleasantly surprised to find that people
they meet share common interests. Through active conversa-
tion, you get closer to particular goals associated with that
subject. Of course, the more interests you have and are able
to discuss, the more fulfilling your conversations will be.
Remember that conversation is a way to learn about many
things that you have not experienced directly, like traveling
to far-off places or skydiving. When you and your conversa-
tional partner share experiences, both of you will profit from
the exchange. So keep Dale Carnegie's advice in mind: find
out the really big things in people's lives and encourage them
to talk about them. Seek someone else's hot button, and be


sure to reveal your own, too, and keeping the conversation
going will be easy.

Key No. 3: Balance the Two-Way
Information Exchange
In a good conversation, the participants are aware of the two-
way information exchange passing between them. This infor-
mation exchange should be a balance between talking and
listening. Good conversation is like playing a game of catch.
First one person has the conversational ball and talks, and
then after a bit tosses the conversation to the other person.
This "toss" can be in the form of a question, a request for an
opinion, or a comment from the person whose turn it is to
talk. Once your partner picks up the conversational ball, he
can carry the topic further or change topics. By tossing the
conversational ball back and forth, the participants can bal-
ance the sending and receiving of information about one
another,

Good Conversation Is a Balance of Talking and listening
For a conversation to be stimulating and sustained, the partic-
ipants must be active talkers as well as active listeners. Be
sure to do both in conversation. Make a point of throwing
the conversational ball to the other person after you have
presented your ideas in an abridged form. Some people feel
they have to give long-winded explanations of their views.
This is usually unnecessary, confusing, and even boring to
your partner. It's better to paint the big picture first, and if
your partner wants to know more, you can always fill in with


details. Keep your comments and questions focused on big
ideas rather than extraneous details, and you'll keep to the
point. This way you won't confuse or bore your listener,

Balance the Information You Exchange
While people speak, they should be exchanging basic per-
sonal information, ideas, opinions, facts, and details at about
the same rate. This doesn't mean a tit-for-tat exchange, but
rather a general balance within the context of the conversa-
tion. When the exchange of information is balanced, you can
get to know one another at the same rate—little bits at a
time. If your conversation is active, a lot of information will
pass between you, and in the end each participant will have
learned quite a bit about the other.
This is a natural way of getting to know people, and it will
promote trust while encouraging both parties to disclose
more personal information. "Good listeners" may feel that
they don't need to disclose information about themselves,
and that their disclosures are dull and boring. They might
think: "Who cares where I'm from, or what I do, or where I
went to school?! I'll bore the person to death!" It's important
to be a good listener, but being an equal participant is also
very necessary and important.
If one participant discloses too much and the other dis-
closes too little, then the conversation is unbalanced. An
unbalanced conversation will make both parties uncomfort-
able. One might think: "I did all the talking. She just sat there
like a bump on a log!" In contrast, the other person will be
thinking: "He never shut up! It was nonstop gab—I almost
passed out!"


It's easy to understand why an unbalanced conversation
results in a negative impression. If the information flow is bal-
anced, including ritual information, small talk, and more per-
sonal self-disclosures, then the participants will feel they
have gotten to know each other in a natural and nonthreaten-
ing way. The more balanced your exchanges are, the more
quickly you'll really get to know the person and the more
likely the relationship will flourish,

Key No. 4: Discuss Topics That Are
Important to You
It's essential to let others know what you consider important
and meaningful. The best way to reveal your values and atti-
tudes to others is to discuss topics of concern and interest to
you. These could be religion, politics, or current events, but
whatever the topic, take the initiative and disclose some of
your feelings and values.
When you talk about events that are important to you, the
other person gets an idea of your personality, and it also pro-
vides an enormous well of conversational material.
What makes you tick? Why do you feel the way that you do
about things? What are your concerns? What is your vision
for the future? What are your likes and preferences? The
answers to these questions tell others how you relate to the
world around you.
Small talk is not just meaningless and shallow. Recognize
that ritual questions and self-disclosure provide an environ-
ment for revealing more personal thoughts and feelings and
also give more credibility and consistency to your views.
While expressing your ideas, you may hear yourself say
things you have never said before. For many, conversation is
when their ideas are formulated and developed into orderly


concepts for the first time. When you discuss different ideas,
ifs important to do it in such a way that the other participant
knows he is entitled to his opinion, too—even it if differs
from yours. Be receptive to your partner's point of view and
listen carefully to what he has to say. When it's your turn to
give your opinion, your partner will be more receptive and
open to your ideas.
A few words of caution: when telling someone what's
important to you, be careful not to spill your guts, tell all, or
get on a soapbox. Don't complain mercilessly about things
you or your listeners can't do anything about. Leave very per-
sonal information out of your conversation, especially in the
early stages. There is a time to tell friends things about your-
self that are more personal. Wait until the time is right, and
you've established trust. By disclosing what's important in a
natural way you will let others in on what's important in your
life.

Key No. 5: Change Topics Using
Free Information
Changing topics is probably the easiest way to sustain a con-
versation while fishing for mutual interest areas with your
partner. You don't have to talk out one topic before proceed-
ing to the next. Good conversations are normally an inter-
weaving of subjects and ideas, and it's not uncommon for
participants to jump from point to point. It's helpful to stay
within generally related subject areas, but if your discussion
proceeds into new areas, you can always return to the origi-
nal topic by saying, "Getting back to what you said before
about..."


FAQ
I'm lunching with a client, and I don't want to talk
about business since our morning and afternoon
are concerned with business. How do I make inter-
esting informal conversation during lunch?

When you are with a client, it is important to know some-
thing about her outside interests. In many cases, if you have
met before, you can obtain this information through free
information. If this is your first contact, then doing your
homework prior to a planned meeting can make a big differ-
ence when it comes to casual conversation. Without prying,
find out what your client's personal interests are. When you
sit down to lunch, simply say, "I understand you are quite a
flower gardener. How long have you been involved in that?"
or "I understand that you are a volunteer for . . . I'd love to
hear about what you're doing for that organization."
If you don't have any inside information about the person,
be particularly attentive for free information. Perhaps the
person will mention in passing about being in Hawaii for a
business conference. You can say, "I heard you mention ear-
lier that you were in Hawaii. Did you enjoy your stay in the
islands?" or "Had you been there before?"
Be sure to reveal enough free information about yourself
throughout the conversation so that he will know what
follow-up questions to ask you. When you sense a certain
topic has been talked out, then change the subject by refer-
ring to some free information revealed earlier, or offer some
new information of your own. Say: "It's interesting to hear
you talk about sailing, because I like it as welL In fact, I just
got back from a two-week trip off the coast of California, and
it was great!"


Here are some other conversation starters you can use
while dining with a client:

How did you happen to wind up in this line of work?
What did you do before you joined your company?
Have you ever wanted to own your own business?
What new trends do you see coming in our industry?
What do you think of . . . ? (Refer to an interesting news or
industry event)
Have you seen any good movies lately?
I just read a terrific book about . . . Do you like to read?
You obviously pay attention to your diet. What else do you
do to stay in such good shape?
Do you have any special vacation plans coming up?
Are you interested in food as much as I am?

Refer to Free information — "1 Heard You Mention Earlier . . ."
The most common method of changing topics is to refer to
previously revealed free information by commenting or ask-
ing a closed-ended ritual question. For example, "I remember
you mentioned earlier that you were in Hawaii last month.
Were you there for business or pleasure?" Always listen care-
fully and remember free information since it can provide
good conversational fuel. If the topic you've been discussing
has run its course, just change the topic by inserting an open-
ended ritual question based on your own or your partner's
free information.
Sometimes you might want to change to another topic for
only a brief moment All you have to do is say: "Excuse me, but
I'd like to change the subject for a moment," and then make
your comment or ask your question. Try to complete your


ideas quickly and then return to your original topic of discus-
sion.
Be careful to maintain focus, jumping from topic to topic
can give your partner the impression that you cannot (or
don't care to) discuss an issue on a meaningful level. It may
also indicate that you are not listening or that you are bored
with the subject matter—both of which may be true! If your
partner gives you a brief response, she may not wish to dis-
cuss the topic for a particular reason. Be sensitive to unen-
thusiastic responses, and be ready to change to a new topic
quickly when you feel you have touched on a high-sensitivity
or low-interest area for the other person.

Let's Change the Subject!
What do you do if someone brings up a negative or inappro-
priate subject—especially at a party or social event? These
are subjects that are in poor taste, "downers," or generally
unhappy topics that make people uncomfortable. For ex-
ample, if someone makes a racial slur in an attempt to be
funny, to attract attention, or to get a conversation going, you
can show that you don't have the same opinion. Do so with-
out a lot of emotional discussion. Simply say: "I don't really
agree with that," or "I'm sure we can find more pleasant
things to talk about," or "I'll forgive you for asking that ques-
tion, if you'll forgive me for not answering it."
You've made the suggestion to change the subject, so it's
up to you to do just that. Pick up the conversational ball
quickly and open a new topic of discussion by making a com-
ment or asking an open-ended question based on free infor-
mation that you heard earlier before the conversation took
an unfortunate turn. Usually the other participants will feel
relieved that the negative topic didn't last too long.


Use Key Words to Change Topics

Listen for Key Words, facts, and Details—and Remember Them!
Listen carefully for words, facts, and details, and refer to them
as your conversation continues. This shows that you are lis-
tening and interested in what is being said, and also serves as
conversational fuel. You can control the conversation's direc-
tion simply by focusing your comments and questions on
these facts and details.


Your conversations will progress along a pathway of ex-
change. Once you discover mutual interest areas, you can con-
tinually return to and explore them as new ideas come to mind.

Key No. 6: Seek Out Common Interests
and Experiences
Suppose you meet a person and you really hit it off. Usually
you'll think: "I really like this person. We have a lot in com-
mon. T can relate to his feelings and emotions. We have fan
together. We get along well. I can be myself. He listens to me
and understands what I'm talking about."
It's important to let your conversational partner know
when you can identify with him. When you can relate to
something directly or indirectly, respond in a way that lets
your partner know you are listening and understanding and
can personally identify with it. For example, if you are dis-
cussing someone's recent trip to a location where you have
visited, lived, or are preparing to visit, interject a quick com-
ment or question based on your experience about that place,
such as: "I used to live there," or "I went to school there," or
"What's it like there?" or "I'm due to go out there next
month," or "I've always wanted to go there."
Quick inserts will provide your conversational partner
with immediate feedback and let him know that you can
relate to the subject. Make quick connections and you can
direct the flow of the conversation in a natural way. When
you couple this with open body language and active listen-
ing, you are signaling your partner to continue with a particu-
lar topic. In this way, you can identify areas of mutual interest
and experiences as they occur in the conversation. When


there is a slight lull in the conversation, you can always refer
back to an area of mutual interest you heard earlier, if you
don't let the other person know that you relate to several
details of his conversation, then he might assume you're not
interested in discussing them.
When you make connections with your partner's experi-
ence, you also give him free information to pick up on. Remem-
ber, most people have many interests, and they want to find
which interests you have in common. Let your partner know
by saying: "Oh, really! I like that too!" or "Me too!" or "Gee, I
don't meet many people who are interested in that, too."
When you let the other person know you can identify with
a topic, experience, or goal, you create a bridge between you
and him. Each bridge that you build gives you the opportu-
nity to return for more conversation. The more bridges you
build, the more you will be able to share with one another.
When you meet someone and discover areas of common
interest and experience, you gain building blocks to develop
a deeper relationship. Remember, much of the point of con-
versation is to discuss different topics and experiences in
order to find a common bond. This gives you and your part-
ner an opportunity to decide if you would like to get to know
one another better. If you have enough in common, then
hopefully you will want to see each other again to share com-
mon interests. So, when you discover a connection, tell your
partner right away. This creates a sense of familiarity and indi-
cates your interest in discussing the topic further and sharing
your ideas. This is the stuff that friendships are made of

5
Getting Your
Ideas Across
Be sincere; be brief; be seated.
—Franklin D. Roosevelt, (1882-1945), 32nd U.S. president

Several factors can keep the speaker from getting his ideas
across to others. People have a resistance to change for many
different reasons. We are creatures of habit, and we tend to
hold on to certain ways of thinking, feeling, and behaving.
Our fixed attitudes provide real or imaginary gains, and we
feel comfortable and free from the fear of being taken advan-
tage of. Resistance to change is reinforced by the attitude that
it's safer not to trust people.
Another common problem that complicates reaching oth-
ers is that sometimes you are competing for their attention.
Instead of listening to your every word, the other participant
is often thinking her own thoughts and tuning you out.
Because of her low listening and attention span, your ideas
and arguments become lost or misunderstood. Common signs
of wandering attention include your partner asking unneces-
sary questions, making irrelevant comments, and bringing up
arguments that have already been discussed and answered.
These factors indicate that the other person is not tuned in to
your thinking, and isn't ready to adopt or consider your ideas.
A third factor that interferes with communication with oth-
ers is wishful hearing. What you say is often misunderstood
by the listener because he interprets it to mean something he
really wants to hear—not what you actually said or intended.

Getting Your Ideas Across 97

Wishful hearing can take the form of jumping to conclusions
based on a few isolated facts or actions, and it results in giving
meaning that originates only in the listener's mind.
A fourth reason why you may not get your ideas through to
others is that you make unwarranted assumptions about the
other person. You may assume that others know and under-
stand many things that you take for granted. Unwarranted
assumptions are reinforced when your partner remains silent
and mechanically nods his head, implying acceptance or
understanding and encouraging you to continue thinking that
he is right with you.
When it finally appears that the listener doesn't have a
clue about what you have been saying, the situation can
become rather awkward. You will feel that you have been
talking to yourself, and the listener will feel like an idiot.
Finally, people who maintain a veil of habitual secrecy
about what they think and feel tend to be resentful when you
ask them what they do or any other common ritual question.
These people experience your curiosity as a threat to their
security, and as a result, they tend to act defensive and
unfriendly.
All of us have secrets, even from those we know and trust a
great deal. This is natural. The degree to which a person
keeps her thoughts secret determines her receptivity to out-
side influences and persuasion. Getting your ideas through to
people who won't tell you what their ideas are is difficult.
Such people have a low receptivity level and aren't likely to
accept your ideas.

FAQ
It's so hard to get my co-workers to even consider
my ideas! How can I get them to be more open to
what I have to say?


Opening Channels
Encouraging Cooperation and Receptivity
There are ways to overcome difficulties in presenting your
ideas to others. Begin to encourage cooperation and recep-
tivity by telling others the purpose of your conversation.
"The reason I'm calling is . . . " or "I'm new in the neighbor-
hood. Do you happen to know a good restaurant nearby?" or
"I've always wanted to be able to do that! Will you show me
how?" or "I'm going to be traveling there soon. Do you
know . . ." or "I'd like to talk to you about. . ." These types of
self-disclosures create a sense of trust in you and will allow
your partner to feel more comfortable in responding. If you
don't gain your partner's trust, most likely she won't share
opinions or feelings with you.
When you ask a question, tell the person why you want to
know. If you don't reveal the purpose of your questions, the
other person might feel nervous, suspicious, or uncomfort-
able. She may think you don't believe her and are trying to
find out if she is really telling the truth. Tell your motivation
for asking the question, and your partner will be more
inclined to answer without being overly cautious.
Another essential factor in gaining people's cooperation
and receptivity is developing respect for others. Many of our
attitudes and feelings are communicated without words, and
how we listen to other people's ideas tells them how we
think and feel about them. When you show that you care, a
person will more likely confide in and trust you. When you
ask for someone's opinions, you're actually giving a compli-
ment because you are saying that you value that person's
viewpoint.

Getting Your Ideas Across 99

Don't ignore people's feelings, and you'll be encouraging
cooperation and receptivity for you to present your ideas.
A good way to increase your sensitivity while talking to
others is to ask yourself questions like:

How will what I'm saying make the other person feel?
How will he react to what I'm saying?
Will he feel complimented or put down by what I'm saying?

By taking the other person's viewpoint, you will be pro-
jecting your own receptivity and, as a result, will lower her
defenses and open the channels of communication. It also
makes you more aware of implied or hidden meanings
accompanying conversation.

Explore Irrelevant Comments
When you hear ideas that seem irrelevant, explore their pur-
pose. Don't insist that all comments be relevant by ignoring
or dismissing comments that seem extraneous or off the sub-
ject. Accepting the other person's sense of relevancy will
broaden the conversation to include his purpose as "well as
yours. This encourages your partner to cooperate with you
because you're showing that you see things from his point of
view. As a result, he'll be open to your ideas. Cooperation and
receptivity increase when you show your partner that you
consider Ms ideas as important and valid as your own.

6
Overcoming
Conversational
Hang-ups
The only way to get the best of an argument is to avoid it.
—Dale Carnegie (1888-1955), author of
Haw to Win Friends and Influence People

Many conversational problems are the result of misconcep-
tions or negative attitudes toward those you wish to commu-
nicate with and/or yourself
Most conversational hang-ups are rooted in fear. Fre-
quently, they relate to how other people will judge you.
These hang-ups tend to prevent you from reaching out to
others in an honest and sincere way and they can be consid-
ered conversation blocks.
The most common conversational hang-ups and some
ways of rationalizing them are:

1. "I'm right—you're wrong!"(Arguing)
Always be right. Never lose an argument. Show oth-
ers that your opinion is better.
2. "I can read a person like a book."{Stereotyping)
Draw quick conclusions about those you meet based
on isolated statements or actions.
3. "It doesn 't matter to me." (Being nonassertive)

Overcoming Conversational Hang-ups 101

Always go out of your way to please others, and they
will like and respect you. Stay out of the decision-
making process to show that you are a flexible per-
son. Don't do your own thing, because people may
disapprove, or become offended or upset.
4. "Tell me something I don't know."(Bragging)
Being a know-it-all will impress the people you talk
with.
5. "I'm boring."(Copping out)
Don't talk, because you don't have anything really
interesting to say.

Hang-up No.1—I'm Right—You're Wrong!"
Some people think that good conversation means winning
an argument or discussion. They present their opinions as
indisputable facts. This type of conversationalist will go out
of his way to show that his opinions are better than those of
the people he's talking with. His goal is to never lose an argu-
ment, show that he is right, and "win" the conversation.
It's common for competitive conversationalists to put
down other people's opinions by making comments like
"That's the most ridiculous thing I've ever heard! or "I think
what you are saying is utter nonsense!" This attitude sends a
clear message to the person you're talking with: "Since we
differ in opinion, and I'm right—you are therefore wrong,"
There's another message that accompanies this communica-
tion: "Since I'm right, I'm better and smarter than you."
Needless to say, this closed and aggressive attitude will not
allow others to open up to you in any real, meaningful way—


especially in the more emotionally sensitive areas. Manipula-
tive put-downs make people feel foolish and stupid and, as a
result, tend to lower their level of self-esteem. This doesn't
make them feel comfortable with you or allow them to feel
as though they can trust you with more self-disclosures.
The misconception here is that people who feel they
always have to be right or have to win a discussion think that
others will respect their opinions more if they are rigidly
committed to their view. As a result of this nonreceptive
position, they send this signal to those they talk with: "Any-
one who disagrees with me is obviously wrong, and there-
fore a fool!"
It's easy to see why "I'm right — you're wrong" can ruin a
conversation and throw cold water on a developing friend-
ship or relationship.

Don't Assume That Everything You Know or Believe
Is Absolutely True
When discussing topics from differing points of view,
remember there's a major difference between absolute fact
and what we assume to be true. Often, our opinions are the
result of preferences, biases, assumptions, and our condi-
tioning—not necessarily facts. As a result, there are many
gray areas where differences of opinions can be discussed at
great length with others. These areas are very fertile ground
for good conversation.
Every person has the right to his point of view—even if it
seems strange or totally absurd to you—without being put
down or ridiculed. Don't force your views upon others. Show
a desire to understand your partner's point of view. Thus, you
will encourage him to open up to you more and be more


receptive to your ideas. This is especially important when
you are trying to get your ideas and feelings across.

How to Say "I Don't Agree with You"
When someone says something you disagree with, avoid con-
versation killers like "You're dead wrong!" or "Where in
heaven's name did you ever pick up such a stupid idea?"
When you voice a difference of opinion, preface your state-
ment with "It seems to me . . ." "Here's the way I see it..." "I
think . . ." "I believe . . ." "It's my impression . . ." "In my opin-
ion . . ." "I feel differently about it. . "or "It's been my experi-
ence . . ." When you present opinions this way, without
condemning the other person's statement, she will be more
likely to listen to what you are about to say, rather than
putting up a defensive barrier to your ideas.
If someone disagrees with what you have said or believe,
don't say, "You tasteless slob! Don't you know who you're
talking to?" It's better to say, "I guess we just regard this differ-
ently," or "I can see that you disagree. You're entitled to your
own opinion," or "Well, different strokes for different folksrif
you don't like something and want to communicate this
without offending the other person, say: "Well, that may be a
great piece of music (art, movie, play, etc.), but I didn't partic-
ularly care for it." Remember, you're entitled to your opinion,
and so are the people you talk with. Be sure to send this sig-
nal clearly and the "I'm right—you're wrong" hang-up won't
ruin your conversations.


Hang-up No. 2—
"I Can Read a Person Like a Book!"
People who make this statement often form hasty conclu-
sions from a person's individual comments or actions. When
you jump to conclusions about someone, you may be uncon-
sciously reacting to the person's stereotype. If your partner
fulfills one characteristic of a stereotype, then that's all it
takes to elicit this negative approach of "sizing her up,"

Can You Tell a Book by Its Cover?
People who jump to conclusions about others based on
single experiences are just as likely to believe that you can tell
a great deal about a person by the automobile he drives, his
occupation, and his clothing. Of course, you can learn about
others from these details, but if you rely heavily on these, your
conclusions are more likely based on previous experiences or
preconceived notions. As a result, this method of learning
about people evokes stereotypical images—not individual
qualities. People don't like being stereotyped, and they sense
when it occurs. In response, they may stereotype you, and the
communication channel closes.

Separate Specific Isolated Behavior from Total Personality
Reserve judgment about people until you have enough data
to form a more accurate conclusion about what they are
really like. Give the people an opportunity to get to know
you in a real and meaningful way. Extend an open attitude
toward others, and most likely the same attitude will be
returned If you are the victim of a put-down or a stereotypi-
cal remark that is not an accurate reflection of you, such as,
"Boy, are you ever a scatterbrained person!" be sure to clarify

Overcoming Conversational Hangups 105

that while you may sometimes seem a little scatterbrained,
you are usually a pretty down-to-earth person.

Hang-up No, 3— "It Doesn't Matter to Me"
Some people believe that if they place other people's needs
before their own, they will be liked and respected, and in
addition, that people will return the favor sometime. People
are often disappointed when this unrealistic expectation is
unfulfilled. Some think that they are being taken advantage of
and they become resentful.
People who say "It doesn't matter to me" are doing two dif-
ferent things. First, they are attempting to please others by
seeking approval for their behavior. If they do what the other
person wants, then what is there to disapprove of? Second,
they are being passive and not taking any responsibility
for the decision-making process that accompanies most
activities.

It's Good to Be Flexible— but Not Indifferent
You might think that if you are amiable enough to do almost
anything someone else wants (even if you'd rather not), this
will make you an easy-to-get-along-with person. However, the
other person might feel that your "It doesn't matter to me"
attitude displays noninvolvement, indifference, boredom, or
even insincerity.

Express Your Preferences (Even If They Might Be Contrary to
Your Partner's)
If you don't express preferences, tastes, wants, and desires,
people won't know what you like or what you are seeking.
People are not mind readers, and unless you tell or show


them what you want, they just won't know. If you don't
express your true feelings, hostility, resentment, and guilt may
result.

Assertiveness Pays Off
Assertiveness can be defined as saying directly what you
want while respecting the rights and feelings of others. You
have the right to do what you want and not to do what
you don't want to do. You're entitled to feel as you do, and
you don't have to offer reasons or excuses for your feelings
or behavior.

Get What You Want by Asking for It
It's better to express what you want by asking for it instead
of waiting for someone to guess what you want. Let someone
know what you want, and he'll be in a better position to give
it to you—or say no. At least you'll have the satisfaction of
expressing yourself in an honest and direct manner even if
you don't get what you want.

If you don't want something, simply say no. People who have
trouble saying no are usually afraid of offending or hurting
the other person's feelings. If you say yes when you really
want to say no,or you're not sure, say: "Let me think about it,"
or "I'll let you know,"or "Let me call you back."

Get Involved—Offer an Alternative
If you say "It doesn't matter to me," you re not involving your-
self in the decision-making process that accompanies human
interactions. Instead of agreeing to all suggestions that come
your way (even if you don't want to), offer some alternatives.


Present your ideas and preferences, and your partner will
gain a better sense of who you are, what you want, and your
interest in the subject or activity. Become involved in the
decision-making process. Don't passively accept anything,
and others will know that you care. Involvement translates
into interest, enthusiasm, and a desire to be with the other
person,

FAQ
Won't people think I'm selfish if I do what I want
instead of doing what they want?

Some people feel guilty about doing their own thing and
feel that others may disapprove. They believe that people will
find them selfish or that they will become offended or hurt.
If you do something that someone doesn't like, being
afraid that she'll dislike you prevents you from pursuing your
goals and needs. If you live your life in this way, you're overly
sensitive to others7 approval and what they think of you.

It's important to be sensitive to other people's feelings, but if
someone does get upset because of your decisions, then the
problem may stem from how he interprets your actions. By
asserting your right to act in your own interest, your self-
esteem will be much higher than if you simply forgo your
wants, needs, and goals because someone doesn't approve.
You're destined to a life of frustration and disappointment if
you only respond to the world around you based on "What
will people think of me?"


Do Your Own Thing
Stand up for your rights and do what you want. Do this
assertively by telling others in direct and honest statements
what your goals, intentions, and motivations are—without
feeling the need far their approval.
When you think about what's important for you, try to
look ahead a month or two—even further, if possible—and
project where you'll be as a result of your actions. Conceptu-
alizing the future is often a key factor in making your pursuits
realities instead of just unfulfilled dreams. Be assertive and
you can acquire the satisfaction of knowing that you are giv-
ing your goals a good try, even if you don't succeed right
away.

Caution: Assertiveness Is Not a Justification for Selfishness
and Insensitivity
You may think that doing your own thing is an excuse or jus-
tification for being insensitive or uncaring about others.
Friendships and relationships revolve around giving and
receiving. Both are required, and a fair and equitable balance
between the two is essential. Assertiveness allows you to
take your needs into consideration, but don't discount the
effect you have on those around you.

Hang-up No. 4—"Tell Me Something
I Don't Know"
Some people feel the need to project the image that they
know everything and are good at everything. They are afraid
they'll be considered incompetent and stupid if they say, "I
don't know."


Being a "know-it-all" can effectively kill conversations
because you convey the message that the other person's
ideas and feelings don't matter to you. This cuts off the two-
way exchange of information, ideas, and feelings, and only
serves to elevate you to a superior position at the other's
expense. Considering the fact that we all have major limita-
tions in our expertise and experience, this is a rather unreal-
istic and doubtful image to project to others. It becomes
increasingly clear that you're just trying to boost your ego
without honestly communicating.

It's Okay to Say I Don't Know"
Saying "I don't know" is likely to make your partner respect
you for your honesty rather than put you down for your igno-
rance. It's counterproductive for conversation to think that
you (or anybody else) are required to know answers to every
question or be aware of everything and everybody.
Suppose someone mentions a book, movie, or famous per-
son in a discussion, and you nod your head knowingly as
though you know exactly what he's talking about. It may
come out later (as many times it does) that you didn't really
have the direct experience you projected, and your partner
will get the impression that you were just faking the conver-
sation. This inhibits the conversation and your partner will
generally form a negative impression and tend to distrust
your future statements,

"I'm Not Familiar with That... Fill Me In!"
To avoid projecting a false image, admit your shortcomings,
lack of experience, or ignorance about a certain subject, and
look for your partner's response. In most cases (unless the
other person is trying to put you down), your partner will


accept what you know and don't know. It presents a bal-
anced picture of you and tends to create a more trustworthy
personal image.

Hang-up No. 5—"I'm Boring"
Some people take the easy way out and don't participate in
conversations. They think that they have nothing interesting
to say. This is a cop-out and self-imposed put-down. Copping
out is a way to avoid facing people, situations, and problems.
Those who are afraid of boring others or say they don't want
to make the effort required to carry on a conversation are
really not giving themselves a chance.

Give Yourself a Break
You're being too hard on yourself if your inner voice keeps
saying, "No one is interested in what I have to say." Of course,
you know that people can't read your mind, but often they
will interpret your silence as boredom, lack of interest, or a
desire to end the conversation. This will likely leave them
with a poor impression of you and make them want to go
talk to someone else.

Focus on the Positive Events in Your Life—and Talk about Them
Focus on the positive events in your life—events or experi-
ences that you're excited about—and your enthusiasm will
project to others. It's beneficial to talk about things that are
important to you, and to express your ideas, opinions, and
feelings. It tells others who you are and what's important to
you, and it helps you understand yourself better. Don't cop
out, and you won't be boring.


Be aware of these common cop-out statements:

"/ don't feel like it." (An excuse for not doing what you
want or have to do.)
"I didn't have time." (Another excuse for not doing what
you want or have to do.)
"What difference does it make?" (A rationalization for not
putting out the effort required to make something hap-
pen.)
"I hate it when people ask me what I've been up to" (An
avoidance response to someone showing interest in
you.)
These hang-ups and cop-outs block the way to meaningful
conversations, and they prevent people from developing
friendships and relationships. Usually, these attitudes are a
matter of habit rather than deep psychological problems, and
they can be overcome by changing your thinking and your
approach to the people you interact with. Once you break
the pattern of these hang-ups, you'll find a difference in how
people relate to you. Others will notice a positive change in
how you feel about yourself and about them. Your communi-
cation channels will be open and accessible to others and
this will promote better conversations.

Part III

Ending Your
Conversations with
a Great Impression

7
Closing Conversations
Tactfully
The real ait of conversation is not only to say the right
thing in the right place but to leave unsaid the wrong
thing at the tempting moment.
—Lady Dorothy Nevffl (1825-1913),
British author

fill conversations must come to an end sometime. Since
there's a natural flow to most conversations, there is a right
time to bring conversations to a successful close.

The Best Time to End a Conversation
Whether you are engaged in a brief or lengthy conversation,
be aware of the dynamics involved in ending conversations
in a positive manner. If you wait too long, you and your part-
ner will feel the strain and become uncomfortable, anxious,
or even bored. The easiest moment to end the conversation
has already passed.
If you are anxious, especially during short periods of
silence, you may end the conversation earlier than necessary,
and in an abrupt manner. This will leave your partner with
the impression that you don't feel comfortable about the
conversation or your partner.


It's best to end a conversation after both parties have
expressed themselves to one another, and when the time
seems right or demands that you go your separate ways.
It's important to end conversations in a warm and engag-
ing manner, so that you'll both feel good about the exchange
that has occurred.

Closing Conversations to leave a Positive
Impression
There are natural pauses between sentences and topics of
discussion, and it's wise to wait for these opportune mo-
ments to bring your conversations to a close.

End Your Conversations Tactfully

dosing Conversations Tactfully 117

When you feel the time is right to close the conversa-
tion—that is, the discussion has come to a conclusion, or
one of the parties has to leave—take an active rote and
begin to send signals that you are ready to leave. Briefly sum-
marize the main ideas your partner has been expressing.
This shows the other person that you were listening and
that you understood, and it also signals a conclusion to the
discussion.
If you are discussing a particular current event, and you
want to send a conclusion signal, you could say, "It certainly
sounds like you're well informed about the problem. I'll read
that article you were talking about."
After you send a signal that you want to end a conversa-
tion, it's good to plan to see the other person again (only if
you really want to) by setting a meeting for the future.
Instead of closing with the customary cliche, "Why don't we
get together sometime?" (which usually means never), be
more specific about an event such as a movie or dinner, and a
time within the next week or so.
In a friendly and direct way, you could say: "Pve really
had a lot of fun talking with you, How about
getting together next week for dinner or a movie? I'll give
you a call."
In this way, you express your interest in your partner while
leaving an open invitation to meet again. This is particularly
effective for developing friendships and relationships.
Remember to use your partner's name when you say good-
bye, and use open, friendly body language (eye contact, smil-
ing, and a warm handshake). Then be on your way. Avoid
long, drawn-out good-byes.

J18 HOW TO START A CONVERSATION AND MAKE FRIENDS

Setting Out of Problem Conversations
There are times when the nature of a conversation, or the
person you're speaking with, makes you prefer to end the
conversation and withdraw sooner than later, but without
offending the other person. For example, if you are cornered
by a long-winded bore at a party who has been bragging
about his exploits for some time, then try the following strat-
egy to end the conversation.
Wait for a slight pause between words or sentences, and
then quickly interject (an acceptable form of interruption)
a few rapid yes/no or closed-ended questions, thus inter-
rupting the bore's flow of words and giving you the conver-
sational ball. (Remember, you can direct a conversation by
asking questions.) Then restate in a few sentences an
acknowledgment of your partner's last few statements, and
get ready to make your getaway. You can say: "Well, it
sounds like you enjoy your work! Good luck on your next
project. I'm going to mosey along and say hello to a friend
of mine," or "I'm going to get some hors d'oeuvres now, if
you'll excuse me." After smiling, shaking hands, and using
his name say, "It was nice talking to you." Then move
directly out of the situation.
You may be worrying, "But what if I don't know anyone
else at the party! I can't just stand around* He'll see me stand-
ing there and become offended!" Try this simple solution: Go
refill your glass, get something to eat, or visit the bathroom,
and then take a few moments to survey the situation. Look
for the most open and receptive group or person in the
room. Proceed there directly and engage in conversation. If
you're really sharp, you can spot your likely person or group
before you deliver your conversation closer.

Closing Conversations Tactfully

FAQ
/ hate it when I'm at a party and get trapped by a
complainer. I know I need to be a good listener, but
after a while I feel like I'm being used. How can I
tactfully end a conversation with someone who
complains too much?

Handling the Complainer
The complainer usually talks about personal problems, mis-
fortune, sickness, and other unfortunate events. In most
cases,people who focus on unpleasant topics are looking for
sympathy. No one enjoys listening to the constant com-
plainer. Therefore, after listening for free information and
details of the problem, ask a few yes/no or closed-ended
questions to break the flow of complaints and to allow you
to direct the conversation to a conclusion.
Express some words of sympathy such as, "It sounds like
you're having a tough time," or "I'm sorry to hear that you're
having so much trouble." This will indicate to the other per-
son that you have been listening and empathize with her
problem.
When handling the complainer, it is perfectly acceptable
to offer a few words of unsolicited advice or general words of
wisdom and encouragement such as: "Just hang in there—
it'll work out," or "If it makes you feel any better, you're not
the only one who is having that problem." Then, with sincere
feeling, say: "1 hope things work out for you," smile, give the
person a warm handshake, and say: "I'm going to go say heUo
to a friend of mine." Then say good-bye, using the person's
name, and move quickly out of the situation.

120 HOW TO START A CONVERSATION ATSTD MATCE PRTEKDS

fAQ
My friend always dumps alt his problems on me
when he calls on ihe telephone. He moans that his
girlfriend isn't around enough, that he's unappre-
ciated on the job, and that his parents still treat
him like a child. I know that good friends are sup-
posed to be good listeners, but after a while I feel
like I'm being used. How can I tactfully end the
conversation?

It's gratifying to help a friend who has troubles, and yes, a
good friend is a good listener. But, there's a limit to how
much complaining even a good friend can listen to. The key
word here is limit. Limit how much time you devote to dis-
cussing a friend's problems and advice that you offer. No mat-
ter how much you might want to help, the truth is that no
one can solve your friend's problems, except him.
Limit the time you talk about his problems by first empa-
thizing with his plight. This validates his feelings and shows
you are listening. Asking him to come up with some options
clearly demonstrates that you're not going to be his problem
solver. Por example, you might say, "Sam, it sounds like you're
going through a rough time at work right now. So what are
your options?" He may respond that he doesn't have a clue,
with the hope that you will offer advice or continue dis-
cussing his problem. Instead, you can say, "well, I'm sure you
can come up with something."
Since friendship is a two-way street, you have the right to
expect him to be a good listener, too. Change the subject to
something that you want to talk about by saying, "By the way,
I've been meaning to tell you about. . ." Then end your con-
versation on a positive note by saying, "I hope things im-
prove for you at work."

Closing Conversations Tactfully

Dealing Assertively with the Manipulator
We've all been in conversations where the person we are
speaking with is attempting to make us do something against
our wishes. It could be a high-pressured sales pitch or a
pushy boss who wants you to work late for the fifth night in a
row. In these cases, the goal is to politely end the conversa-
tion and not be forced to do something against your wishes.
To the persistent salesperson, say- "I appreciate your en-
thusiasm, but don't waste any more of your time. I'm not
interested. Thank you anyway." When the salesperson
doesn't take no for an answer, caknly restate your response,
"I'm not interested," over and over again. This effective tech-
nique is referred to as the "broken record" and allows you to
be persistent without arguing and thus avoid manipulation.
When you are ending a conversation with your boss who
always pressures you to work late, it's important to be
assertive, but also use common sense. After all, you still want
to have a job when you arrive for work the next day. Start by
stating assertively what you want, while you let your boss
know that you understand and sympathize with the prob-
lem. The conversation might go as follows:

Boss: Diane, Jean won't be coming in, so I'm going to
need you to stay late tomorrow to finish those
reports.
Diane^ Gee, Mr. Lund, that's impossible. I have
something planned for right after work, and
can't miss it.
Boss: Well, you'll just have to change your plans, or be
late, because the main office wants those reports
in by the next day, or it will be my neck.
Diane: I'd like to be able to help you, Mr. Lund, but I
won't be able to work late tomorrow night.


Boss: You've always been so reliable before, and now
you're letting me down. This is really putting me
in a tough spot!
Diane: 1 understand that you need someone to finish
the reports, but I won't be available. This is
something I've been planning for a long time.
Boss: But who am I going to get to finish up those
reports?
Diane: Have you thought about giving Jeff a call? He
said he was looking for some extra work. Maybe
he can help.
Boss: Jeff? That's an idea. He might be the solution.
Diane: Good. I'm sure Jeff would be happy to do the
job.
Boss: Okay Diane, thanks—oh, and have a good time
tomorrow night.
Diane: Thank you, Mr. Lund.

Use Tact and Common Sense When Saying No to Year Boss
Assertive conversations with your supervisor or employer
require plenty of tact and common sense. When you say no is
as important as how you say no. Although sometimes you
will need to work late, you can tell her that you won't always
be available to work overtime. For example, you can say, "I
understand that on occasion I'll need to work late. But I have
other responsibilities, too, so I won't be available to work
past 5:00 EM. on a regular basis," Hopefully by putting your
boss on notice that your work time is limited, she will make
other arrangements when it's necessary.

Closing Conversations Tactfully 123

The Last Few Words
To summarize, when you end conversations:

• Always attempt to end the exchange on a friendly note.
This lets the other participant feel good about the
exchange.
• Use the other person's name, add a compliment such as:
"It's been great talking with you," and then say good-bye
with a handshake.
• Attempt to meet the person again for a specific activity
at a time not too far into the future—say, a week or so.
Say: "I'm looking forward to seeing you again."
• Tell your partner you enjoyed the conversation and you
are going to mosey on to chat with someone else, get a
drink, say hello to a friend, or whatever you wish to do,
and then do it.
• Keep your good-bye short and sweet, and most of all,
warm and friendly

8
Making Friends
If I don't have friends, then I ain't got nothin'.
—Billie Holiday (1915-1959),
jazz singer

The Gift of Friendship
Making friends is a goal if we value companionship. Most
people have only a few friends whom they trust completely
with their most personal feelings and information. When you
give someone your friendship, it becomes an important
aspect of a relationship. Unfortunately, there are many who
feel they have no one to confide in and call a good friend.
This can change, because good friendships can begin at any
stage in your life.

What is Friendship?
It has been said that love is blind, and friendship is just not
noticing. Friends can be allies, supporters, or sympathizers
who give encouragement, feedback, honest opinions, and
usually a lot of advice. We reveal things to friends that we just
wouldn't say to anyone else. A friend is someone you can
trust with sensitive information and know that he won't hold
it against you; someone who shares common interests and
experiences with you and adds to your sense of fulfillment.
Other components of good friendship are:

Making Friends 125

Patience Stimulation Sympathy Intimacy
Respect Equality Fun Spontaneity
Understanding Reliability Flexibility Another point
Sharing Helping Enrichment of view
Compassion Learning Freedom Tolerance
Trust Love Reassurance Honesty

Making Friends Is Not Always Easy
Making friends takes time, effort, commitment, give-and-take,
and a lot of tolerance for the many human frailties we all

Making and Keeping Friends Rests on
Four Key Principles
• Take the initiative and
reach out to others.
• Show genuine interest in
people.
•Treatotherswith
respect and kindness.
• Value yourself and others
as unique individuals who
have much to offer.


have. Although most people are open to new friendships, life
pursuits such as careers and family tend to become a higher
priority. Some people feel it takes too much time and effort
to develop friendships.

Developing Trust
Another reason why friendships take time to develop is that
they require mutual trust between people, and trust takes
time to develop. To gain someone's trust, you must reveal
some personal information and feelings so that the other per-
son can gain a real sense of what kind of person you are, and
what you are sensitive to. As time goes on, you and your
friends will disclose more and more personal information,
and the trust between you will grow. In the early stages of
friendship, people sometimes don't know how much to
reveal about themselves. If you are aware of the balance of
information being traded back and forth, then your rate of
self-disclosure will probably be appropriate.
A firm belief in someone's honesty and reliability can take
quite a while to deveiop,while a breach of trust can destroy a
relationship in a very brief period of time. When someone
displays trust in you and confides in you, don't disappoint
her by violating her faith and confidence in you.

To Meet People, Go Where You Have Fun
There are countless places to meet people, and there is little
doubt that some places are better than others, especially to
make contact with someone special. The "right place" could
be a social event, church, political gathering, or even an adult
education class. If you have a mutual interest, you're in the

Making Friends 127

right place. When you meet someone in a place where you
both enjoy the activities, you already have something in com-
mon and can begin developing a friendship.

Meet People Who Have Similar Interests
Suppose you are a beginning photographer, and you like to
take rides into the country to shoot pictures. You have just
gotten a new camera, and now you have decided to sign up
for a beginning photography class. At the photography class,
you will meet other people with at least one thing in
common—photography. Many of your early conversations
will probably focus around this topic and other related fields.
Start your conversations by finding out the different reasons
others are taking the class. You can ask questions like: "What
do you hope to gain from this class?" or "How long have you
been taking photographs?" or "How did you become inter-
ested in photography?" As you talk, you can get a sense of
whether you and the other person enjoy each others com-
pany. If so, you may have started a new friendship.

New Friendships Can Begin Anywhere
Think of all the people you meet and see at work, in your
neighborhood, and especially at recreational or social events
you attend. Many are potential friends and you can develop
relationships with them.

Become Familiar with People
When you see the same people over a period of time, you
can start conversations. Find out if you have something in

128 HOW TO START A CONVERSATION AfN'D MAKE FRIENDS

common and, if the conditions are right, start up a friendship.
Becoming familiar with the people you see often will make
this much easier. Start by smiling and saying hello and, if the
opportunity arises, introduce yourself.

Keep It Friendly—Nothing Too Heavy or Too
Serious
After you have said hello a few times, you will most likely find
an opportunity to stop and chat for a few moments. Maybe it's
at work, walking down the street, or in the local food store.
Show the other person that you are interested in getting to
know him better by engaging in casual conversation. You
don't have to be profound or too impressive. It's better to be
informal, friendly, and receptive. Remember: Small talk sends
the signal: "I'm interested in you, and open to conversation.
Let's talk!"

Use Ritual Questions to Send the Message:
"I Want to Get to Know You Better"
How long have you been working here?
Have you lived in this neighborhood for a long time?
Where did you live before?
How did you get involved in this kind of work?
What do you like to do around here for entertainment?

These ritual questions signal your interest, and give the
other person the opportunity to express interest in you. As
the person speaks, listen for free information, and pick up on
these topics. Ask yourself: "Do I want to get to know this per-
son better?"

Making Friends 129

Zero in on "Hot Buttons"
The sooner you find out what turns someone on, the sooner
you'll be able to establish whether you have anything in com-
mon. Sometimes you will know about a person before you
actually meet. Remember to look for objects that the person
carries, such as store bags, roller skates, an artist's portfolio, or
anything that might give you a clue to the person's hot but-
ton. Then ask, "I saw you walking the other day with a large
bag of groceries. Do you like to cook?"

Keep an Inventory of Facts and Details
About the Person
When you talk to someone and recall information he gave
you in a previous conversation, he will be surprised and flat-
tered. Comments like "How's the job hunt going?" or "How's
your garden coming along?" will show the other person that
you were actually listening and that you care about what's
happening in his life. This makes the person feel good—and
important.
Be sure to concentrate on the details that someone dis-
closes to you, and make a point to remember key words
and free information he provides. You'll be able to draw on
this reservoir of information to sustain and direct later
conversations.

Making the Other Person Feel Important
When you remember details about the people you meet, you
make them feel special. Your attention demonstrates your
interest and curiosity, and encourages them to talk and

130 HOW To START A CONVERSATION AND MAKE FRIENDS

reveal more information. When people begin to open up, it
shows they are gaining trust in you and are comfortable
with you.

Don't Wait to Introduce Yourself
When there is a pause in conversation, take the opportunity
to say, "By the way, my name is . What's yours?" The
sooner you introduce yourself, the easier it is. Remember, the
longer you wait to make an introduction, the more uncom-
fortable it can get.

Show You Like the Other Person
When you want to make friends with someone, let her know
you like her and want to get to know her better. Make it a
point to stop and chat when the opportunity presents itself.
You will be reinforcing a friendly, outgoing attitude. When
you show a person that you like her, she will usually respond
in a friendly manner.
Caution: Take care not to come on too strong to someone
you have recently met. Be casual, informal, and comfortable.
Take it slow and easy, and don't be pushy or aggressive.

"How About Meeting Sometime for a Drink
or a Cup of Coffee?"
During casual conversation with someone you want to
become better acquainted with, suggest going out for some
casual conversation over a drink, coffee, ice cream, or any
other informal activity. This shows you like the person and

Making Friends 131

want to spend time with him. If the person is available (there
may be a boyfriend or girlfriend to answer to) and receptive,
chances are she may say, "Sure, why not!" Make an attempt to
set a particular day and time by saying, "What's a good day
and time for you?" or "How's tonight?" or "When's good for
you?"

FAQ
I'm at work talking to a friend. I want to have din-
ner with him, but I'm afraid to ask. What should I
do?

Getting someone to share a meal with you isn't really so dif-
ficult when you figure nearly everybody eats at least one meal
daily. When you are speaking to someone you already know
slightly, at work or in any other situation, keep your ears open
for a "food" hot button. It's easy to introduce the subject into
conversation by merely asking questions about nearby restau-
rants, particular favorite foods, or memorable meals. Say: "Do
you know any good restaurants around here?" or "How is the
food at the restaurant on the corner?" or "Have you ever been
to Louie's? I hear the food there is excellent!"
Once you establish that you have some similar tastes in
food, then suggest, "How about meeting for dinner one night
next week after work? I know a great little place with great
food and a fantastic atmosphere,"
Usually if someone wants to spend time with you he will
accept your open invitation. Now it's up to you to focus on a
specific day and time. "What are you doing for dinner tonight?
Are you interested in food?" is an easy way to ask
someone to share a meal with you. If you expect to be taken
out for dinner, then you will have to wait for an invitation. If


you go dutch treat, there are no expectations attached, and
either party can initiate the date.

Plan an Activity Around a Mutual Interest
After you spend some time together informally, propose shar-
ing a longer activity you know the other person likes to do,
and one that you are interested in, too. It could be going to a
movie, bike riding, or going out to dinner. It won't matter as
long as the event is mutually interesting, and the focus is on
fun. Presenting a few options and suggesting a date within
the next week or so will increase the likelihood of a positive
response. Your invitation could open with something like:
"I remember when we talked before that you said you
liked (the activity), so I was wondering, are you interested in
joining me f o r . . .

. . . dinner one night this weekend?"
. . . a movie this weekend?"
. . Sunday's baseball game?"
. . . an art exhibition Thursday at the museum?"
. . . a few sets of tennis after work?"
. . . a walk on the beach?"
. . . a bike ride?"
. . . a class on the Internet?"

"Hi, Karen, This Is Don. Do You Have
a Few Minutes?"
Give your friend a call to confirm the time of your planned
meeting, and just to say hello. Here are some tips for more
comfortable telephone conversations.

Making Friends 133

Get comfortable—preferably seated.
When the person answers the phone, always identify
yourself and never play "Guess who this is." Say, "Hi
, this is . Have you got a few
minutes to talk?"
Ask a detail about some aspect of the person's life, like
"How's the writing coining along?" or "How did you
make out with the job interview?"
Tell the other person why you are calling. "I just wanted
to confirm our meeting" or "I just thought I'd call to
say hi."
End your telephone call with a friendly comment like,
"It's been nice talking with you," or "We'll be talking
again soon," or "I'm looking forward to getting together
with you on Saturday."

Maintain Contact with People You Like
Once you've made contact with someone you like and find
activities that you enjoy doing together, then continue to
maintain contact so the friendship can grow. As time goes
on, you and your friend can contact each other anytime you
want companionship, assistance, or advice,
When you are asked to join an activity by someone, make
an all-out effort to accept the invitation. This reinforces the
other person's feelings of friendship toward you, and encour-
ages her to share her experiences and activities. When you
hear yourself say, "I really don't feel like it," this translates as
disinterest. If you decline too many invitations, the other per-
son will get the message that you're not interested in getting
together.


Be Open to New Experiences from Others
Let your friends introduce you to new places, people, food, or
anything else they want to share. This projects openness and
receptivity to your friends' ideas, and allows them to feel
good about sharing things they enjoy. This attitude creates a
positive feeling toward you, and your friends will become
more receptive to the ideas and activities you suggest.

Share Activities with Your Friends
Take the initiative and ask your friends to share in activities
that you enjoy, too. Make an effort to share some of the spe-
cial places and events that interest you. This provides an
opportunity for you to show others you like them, and
reveals more information about you in subtle and indirect
ways. Initiating an activity also gives you greater control over
the direction of the event and the surrounding conversation.

Friendships Grow and Develop in Time
Sometimes friendships are like plants—they can grow slowly
and steadily in time. Your friendship will grow as you share
more experiences together. Time and shared experiences are
important elements in friendships and can be expressed in
these ways:
1. ( -

We've been good friends for a long time.
We've gone through some pretty amazing times together.
I don't know what I would have done without you.
I want to thank you for all the help and support you've
given me during the last couple of months. It's really
made a big difference, and I appreciate it a lot.

Making Friends 135

These last few months that we have spent together have
been realty fun. I've enjoyed them a iotl

FAQ
I'm with an old friend whom I haven't seen for a
long time. Where does the conversation begin?

When talking with old friends, it's important to reestablish
old ties and bring each other up to date. Since there are many
changes in our lives that happen over time, focus on the big
events in your life. Talk about situations where you will be
making decisions in the near future, and bounce your ideas
off on your friend for feedback. This will help your decision-
making process, and will also deepen your relationship.
It is equally important to seek out similar information from
your friend. Chances are things have developed for him as
well, and you may have to encourage him to talk about it.
Find out how he feels about what he is doing, where he is
going, or whom he is involved with.
Sometimes old relationships need a little "priming" to get
the words flowing again. However, once you get over those
early feelings of "What can I say to this person that he
doesn't already know about me?" the conversation will usu-
ally flow naturally.

'The Only Way to Have a friend Is to Be One"
—Ralph Waldo Emerson
It has been said that a friend knows all about you, but likes
you anyway. For people to remain friends and friendships to
grow requires flexibility and tolerance. Accept your friends


as unique individuals with all the problems, hang-ups, and
inconsistencies that all humans possess. If you accept your
friends on these conditions, you will be much more likely to
keep them. Do what you can for your friends, and when you
are asked for a favor, then do it if you possibly can. It all
comes back to you in friendship, If you are a good friend,
you'll have good friends.

Friends Grow Together
When people find common interests they can develop indi-
vidually as well as together; sharing these interests can en-
rich their lives and experiences. Developing and learning
together is one of the most gratifying aspects of a relation-
ship. In the best friendships, developing, learning, and laugh-
ing never stop.

Part IV

Boosting Your
Conversations to
the Next Level

9
Recognizing and Using
Conversation Styles
I've told you a million times not to talk to me when I'm
doing my lashes.
—Jean Harlow (1911-1937),
in the 1933 movie Dinner at Eight

Do some of your conversations start with a bang while oth-
ers sputter out after a few uncomfortable moments? Once
you begin talking, do some of your chats flow smoothly from
topic to topic, while others degenerate into heated disagree-
ments? Is it a mystery why one discussion is fun and stimulat-
ing, while another is interminably boring? Are some folks just
easier to talk to than others? In a nutshell, are your conversa-
tions something like playing roulette in that you're never
sure if you are going to come out a winner or a loser?
One way to minimize conversational ups and downs is to
recognize and use conversation styles. Most people have a
primary conversation style that loosely falls into one of four
categories. (You'll know your conversation style after you
take the short self-assessment on the next few pages.) By
identifying your own style, plus recognizing the strengths
and weaknesses of each of the four styles, you can feel more
comfortable while talking to almost anyone. You will see
how quickly you can create rapport and skillfully converse
with nearly everyone you meet—no matter how different


his or her style is from yours. Besides building your confi-
dence, you can mingle more easily with groups, quickly find
common ground with strangers, and make plenty of new
friends.

What's Your Conversation Style?
Answer the following questions to identify your primary con-
versation style. Choose the letter that best describes how you
truly behave—not how you'd like to behave—in each situa-
tion.

1. When I enter a roomful of strangers I:
a. mingle and observe interesting discussions.
b. introduce myself to the first stranger I meet.
c. sit in a chair and wait for someone to approach me.
d. look for a "friendly debate."

2. When I meet people for the first time I:
a. wait a little while before I form my opinions of
them.
b. tell them about me before I ask my questions.
c. try to make them laugh.
d, play it cool and see what they do,

3- When I am engaged in conversation I:
a, let others share their opinions before I offer my
own.
b. listen for holes in the other person's opinions.
c. get my point across as quickly as I can.
d. ask questions and share my views.

Recognizing and Using Conversation Styles 141


Total 10 Total 10

What else do the numbers mean?
If you scored:
8-10 (high) you have a strong tendency to always commu-
nicate in this style.

Recognizing and Using Conversation Styles 14 3

3—7 (middle) you can easily shift into this conversation style
from oiher styles.
0-2 flow) you rarely communicate in this style and might
find it difficult to talk to people who converse in this style.

Understanding and Using Different
Conversation Styles
I like to think of conversation like dancing. Each person 1 talk
(or dance) with is a new partner with a different conversation
style. One partner may be outgoing while the other is reserved.
One may prefer heated political discussions while the other
enjoys comparing movie reviews. You can use the letters in
C-H-A-T to help you remember how to adjust your conversa-
tion style so you can "dance" with everyone you meet.

Each Letter in the Word C-H-A-T
Stands for One of Four Chatting Styles
C=Candid
H=Hang Back
A=Accurate
T=Talkative

C Stands for CANDID
If most of your answers fell into the CANDID category, you
have a straightforward approach to conversation.


Your Conversational Strengths
You usually say what's on your mind without mincing words.
You most likely thrive on competition of all kinds and often
see conversation as a jousting match in which you have the
opportunity to debate, argue, or convince someone of your
opinion. You love to "mix it up," conversationally speaking,
and are fun and beneficial to chat with if people share your
sense of humor, intensity, and competitiveness.

Your Conversational Weaknesses
Because you're keenly competitive, you see conversations as
a match that you must "win." As a result, others often
describe you as blunt, pushy, or too aggressive. You have a
tendency to get impatient with people who have a less ener-
getic or direct style. Your habit of "shooting from the lip"
often ignores how your directness affects others. People feel
that you are at times domineering, boastful, or tactless.

People with a Candid Chatting Style
Talk About:
* sports * crime * business heroes * adventure
stories * action movies * politics * entrepreneurial
endeavors * money & power * military experiences

If you scored low in this category, follow these Dos & Don'ts
when talking to people with the CANDID style:

Do show a genuine interest in their business and personal
goals.

Recognizing und Using Conversation Styles 145

These folks love to talk about themselves and their achieve-
ments.
Don't get into any debates with them even if they chal-
lenge your opinions.
They like arguing,are good at it, and usually win.
Do ask for their opinions and advice.
You can learn a lot from these goal-oriented people,
Don't go into overly detailed or complex explanations.
They are "big picture" thinkers who get impatient discussing
minor details.
Do show a self-effacing sense of humor.
They like others who are not afraid of laughing at themselves.
Don't take offense if they heckle you or belittle your accom-
plishments.
Teasing and put-downs are their way of testing your level
of self-confidence.

H Stands for HANG BACK
If most of your answers fell into the HANG BACK category,
you have a reserved approach to conversation.

Thoughtful is the word that describes your conversation
style. You are soft-spoken and calm when you do talk. Since
your style is nonthreatening, others will open up to you. As a
rule, you are an excellent listener and sympathetic to the feel-
ings of others, especially to those you already have met. It
takes you a little time, but once you get to know a person,
you open up and converse easily.


Your tendency to remain passive gives others the often false
impression that you are shy, disinterested, snobbish, or
unwilling to communicate. You often get overwhelmed by
aggressive or talkative types, and clam up when you feel anx-
ious. Your fear of saying the wrong thing, being boring, or
offending others inhibits your spontaneity and often makes
the first few minutes of your conversations awkward.

People with a HANG BACK Chatting Style
May Like to Talk About:
* relationships * human interest stories * personal
stories * movie stars * food * cooking & restaurants
* home decorating * art * music * theater * poetry
* dance * books * social issues * hobbies *
gardening * animals * family

If you scored low in this category, follow these Dos and
Don'ts when talking to people with a HANG BACK style:

Do show a desire to talk about their interests.
These folks need a little extra encouragement to open up.
Don't get aggressive,critical,or argumentative.
They turn off almost immediately at the first sign of con-
flict.
Do ask for their views, feelings, and insight about issues
that concern people.
They will open up if you let them know you value what
they have to say.
Don't interrupt them or complete their sentences.
These people often pause to consider their words, so give
them time to finish speaking.


Do encourage them to talk by emphasizing common views
and interests.
Your interested response is essential for them to reveal
their opinions.
Don't give up when the conversation takes a little more
time to get going.
People with this style take their time before opening up to
strangers.

If most of your answers fell into the ACCURATE category, you
have a methodical approach to conversation.

Your ability to absorb, assess, and impart information helps
you converse about technical topics such as computers, engi-
neering, or other detail- or process-oriented subjects. Your
ability to break down procedures from the first detail, then to
the next, all the way through to the finish, without skipping
any points along the way helps you explain difficult con-
cepts. You enjoy "shop talk" and more serious subjects that
require detailed knowledge or problem solving.

You rarely are the one to "break the ice," so others may see
you as shy or unavailable for conversation. Your tendency to
go into excruciating detail about specific topics can cause
some people to lose interest or become confused about your
main point. Your logical approach can give the impression
that you have little patience for others who do not under-
stand technical or complicated subjects or think differently


than you. You can come across to others as overly serious
because you tend to avoid making "small talk."

People with an ACCURATE Chatting Style
May like to talk About:
* science & math * architecture * computers *
design * stock markets * technology * how things
work * inventions * science fiction/fantasy *
mysteries * home improvement & tools

Don'ts when talking to people with an ACCURATE style:

Do praise their technical knowledge.
These people like to impress others with their intelligence,
so let them.
Don't get into debates or contradict their views.
They hate being wrong and take criticism personally.
Do encourage them to talk about subjects outside their
specific area of expertise.
"Bridge" your conversation to related subjects or look for-
ward to hearing everything you never wanted to know
about computer hard drives, pumps, or who knows what
else.
Don't change topics too frequently
People with this style prefer to limit the discussion to one
topic at a time.
Do gently change the conversation to lighter topics of in-
terest.
These folks have a tendency to dwell on serious or tedious
topics for too long.


Don't be offended if you hear criticism or offers of unso-
licited advice.
They see everything as a "problem" to be solved and they
want to have all the answers.

T Stands for TALKATIVE (4)
If most of your answers fell into the TALKATIVE category,
you have an outgoing approach to conversation.

You've probably been accused more than once to have been
"vaccinated with a phonograph needle." You're an extro-
verted, energetic conversationalist who can talk about any-
thing, as long as you have an audience. You thoroughly enjoy
interacting with others and being the center of attention.
You're perfectly happy to initiate conversations with just
about anyone. People see you as a fun and friendly person
who is open to contact.

You can talk too much. Less talkative styles sometimes feel
overwhelmed when they talk with you because you come
across to these people as overbearing. Your tendency to dom-
inate the conversation and be the center of attention makes
others feel left out. You sometimes fail to listen or give others
a chance to participate.

150 HOW' TO START A CONVERSATION AND MAKE FRIENDS

People with a TALKATIVE Chatting Style
May Like to Talk About:
* themselves * friends & family * travel *
food & entertainment * pop culture * hobbies *
self-improvement * successful people *
unusual media stories * humorous events * their
hopes & dreams * pets * just about anything that
isn't technical or complicated

Don'ts when talking to people with a TALKATIVE style:

Do let them have center stage.
They crave recognition and attention, so show you appreci-
ate their efforts.
Don't get into detailed explanations about technical topics
or difficult concepts.
They'll just get confused, frustrated, and bored.
Do share your interests with them.
If you don't, they'll talk your ear off.
Dont feel bad when you interrupt them to speak.
If you don't speak up,you will never get a word in edgewise.
Do be playful, show your sense of humor, and above all,
laugh at their jokes.
They really want others to like them and think that they are
funny
Don't discuss heavy topics or get too serious.
Having fun in a conversation is one of their top priorities.


Blend the Four Styles to be a Well-Rounded
Conversationalist
While most people seem to lean toward one conversation
style, they probably have a few strengths and weaknesses
from each of the four styles. Here are four ways to help blend
your style with the other three styles and improve your con-
versations with practically everyone you talk to.

• Recognize your strengths and weaknesses in each of
the styles.
• Build on your strengths and eliminate your weaknesses
from each style.
• Adjust your conversational style to "dance" with the
styles of others.
• Practice chatting with people whose style is different
from your own.

. F A Q
How do you immediately recognize the conversa-
tion style of a stranger?

You'll soon recognize the conversation style of strangers
when you pay close attention to body language and how the
first few minutes of the conversation progress. Is she outgoing
or shy? Does he like to make small talk or only "shop talk?" Is
she to the point or reserved? Is he argumentative or easygoing?
Make it a habit to observe the four styles as you talk to the
people around you at work, home, the store—everywhere! In
no time, your success will soar when talking to new and old
acquaintances. Plus, you'll have a lot more fun on those
"spins" around the conversational dance floor.

10
Talking to People from
Other Countries
Guides cannot master the subtleties of the American
joke.
—Mark Twain (1835-1910),
a.k.a. Samuel Clemens, writer, humorist

Do you know how to talk and act with people from other
countries without offending them, being offended, or putting
yourself into embarrassing situations? Since friendliness and
good intentions may not always bridge the gap that exists
between cultures, remember these dos and don'ts when
speaking to people whose backgrounds and cultures differ
from your own.

Do respect differences.
Don't be shy about introducing yourself.
Do show interest in the other person's country.
Don't take offense if someone says the wrong thing.
Do avoid stereotyping.
Don't assume you know the country a person is from.
Do match your speaking speed and vocabulary with the
person's language skills.
Don't assume understanding.
Do talk about upbeat topics.
Don't talk about depressing topics.

Talking to People from Other Countries 153

Do Respect Differences
Many countries around the world have become "melting
pots" of cultures, and today's society has more diverse tradi-
tions, religions, and ethnic groups than ever before. By assum-
ing that people from other countries share your values,
attitudes, and ways of communicating, you can fall into social
blunders or uncomfortable conversations. However, if you
remember that people from different countries frequently
have different styles of talking and acting, then you'll be less
likely to be offended or give offense.

FAQ
Is it true that Americans are more informal than
people from other countries?

Although Americans are known for their friendliness, their
informality isn't always appreciated or understood by people
from other countries. "Coming on too strong, too soon" is a
common complaint heard about Americans by those who
prefer a more formal manner with people they don't know
well, hi general, use a more reserved conversation style when
you meet people from countries other than the United
States.

Don't Be Shy about Introducing Yourself
"Hello, my name is Don Gabor" is a perfectly acceptable way
to start conversations with foreigners in most social and busi-
ness situations. This friendly and typically American greeting
shows others that you want to talk to them. While etiquette
experts still frown upon using someone's first name before


being given permission, most Americans seem to do it any-
way. However, many British, Europeans, Middle Easterners,
and Asians prefer to use their titles (Mr., Mrs., Miss, or Dr.)
and last names when they talk to new acquaintances.
Although the custom of shaking hands when meeting a
stranger is a generally accepted practice in most countries,
there are many exceptions. The chart in the next chapter
shows you customary ways to greet people from various
countries around the world.

Tip on Remembering Foreign or
Uncommon Names
When a name is unfamiliar or difficult to pronounce,
ask the person to spell it for you and to say it correctly.
Picture what the letters spell phonetically or sound
similar to. For example, if you meet Vanya Roussetzki,
think: Vawn-ya Rose-ETZ-skee. It may take you several
times to get it right, but most foreigners feel flattered
when you use and remember their names.

After chatting for a while,you may feel like the time is right
to move to a first-name basis. Then you can say, "Please call
me (your first name)." Depending on the other person's pref-
erence and the situation, he may follow your lead. If not, con-
tinue to use his title and last name until you are invited to do
otherwise.


Do Show Interest in the Other Person's
Country
Show genuine curiosity and interest in the other person's
country by seeking general background information about
his or her homeland. The more appreciation you show for
her culture, the greater the likelihood she will open up and
talk to you. As you talk, listen and observe carefully for topics
and behaviors to expand upon and those to avoid. Find out
all you can about her country, town, people, food, music, and
so on, and you will have plenty of conversational fuel. Always
take care to steer clear of conversations about sex, politics,
and religion. These traditional "taboo topics" are highly
charged and can lead to disagreements. However, you can
feel free to ask more ritual, information-seeking questions
such as:

Tell me a little about the town where you are from.
What's it like where you grew up (used to live, etc.)?
What kinds of work do people do where you live?
Is your town or area known for any special tourist attrac-
tions?
What kinds of things do people in your town do for fun?

While many people from foreign countries like to practice
their English, they are usually delighted if you ask them to
teach you a few ritual phrases in their native language. This
technique is a great way to build rapport and show apprecia-
tion for their country and culture. For example, you can ask,
"How do you say 'Hello,' 'Good-bye,' 'Please,' 'Thank you,' and
'How are you?' in Greek (Japanese, Polish, etc.)?" Then, when


you see the person the next time, say a few words in his lan-
guage and watch his smile and eyes light up!

Don't Take Offense if Someone Says the
Wrong Thing
What should you say if a foreigner makes a sweeping general-
ization about your country or the place where you live, and
you don't agree? First, don't take offense or start to argue.
Instead, you can say something like, "It might appear that
way to you, but 1 don't think most people who live here share
that view, myself included."
With the many regional differences that exist in most
countries, it comes as no surprise that newcomers may not
be tuned into local customs or etiquette. Questions that you
might consider personal, such as "How much money do you
make?" or "Why don't you have any children?" might be per-
fectly acceptable in the other person's homeland.
Rather than be offended by personal questions, view them
as a genuine curiosity about your lifestyle and culture. You
can offer a general response, such as "People in my profes-
sion earn anywhere between . . . , depending on their educa-
tion and experience" or "There are lots of married couples in
this country who don't have children, and I'm sure that they
all have their own reasons." If the person presses the point,
and you don't want to be more specific, say, "Most people
here consider questions like that personal, so I'd rather
not say," or "That's a topic that I don't feel comfortable
discussing."


Do Avoid Stereotyping
Although people from particular countries or regions around
the world often share similar customs and conversational
styles, resist the urge to lump everyone together with gener-
alized statements. Never stereotype people with comments
such as "You French (Germans, Chinese,Indians, or whoever)
always . . " Better conversations develop with people from
other countries when you ask them for their individual opin-
ions, views, and feelings.

Don't Assume You Know the Country
a Person Is From
"You're not from England? But you sound so English!" This
conversational blunder happens a lot to people who speak
with what sounds like a British accent. In fact, they may be
from South Africa, New Zealand, Australia, Ireland, Scotland,
Wales, India, Canada, Ghana, Belize, Hong Kong, Zimbabwe, or
any other of the fifty independent nations or protectorates
that were once British colonies.
People are usually offended if you make incorrect assump-
tions about their nationality based on their appearance, lan-
guage, or accent. For example, French—the mother tongue of
more than 90 million people around the globe—is spoken in
Quebec, Haiti, Guinea, Indochina, Morocco, Algeria, and sev-
eral other countries in the Caribbean and North Africa. Span-
ish is the most widely spoken Romance language in the world.
It is the official language of Spain and most of Latin America,
with more than 14.5 million Spanish-speaking people in the
United States, many of whom are American-born. Assuming


that a person is from Mexico, for example, because she speaks
Spanish could be embarrassing.
English-speaking Canadians dislike being taken for Ameri-
cans, although it happens all the time. French Canadians will
fiercely correct anyone who suggests that they are from
France, Asians of one nationality are greatly offended if they
are confused with Asians of another nationality. You could
start a small war if you confuse a Greek and a Turk, or an
Israeli with a Palestinian. Like other examples of cultural faux
pas, the list goes on and on.
Avoid assumptions about people's origins by carefully lis-
tening for any geographical references that might provide
clues as to where their homeland is. If you hear a particular
city name, for example, you can ask, "You went to school in
Hong Kong? Is that where you are from?" If you're not sure,
avoid the tendency to guess. It is okay to be direct and ask,
"Where are you from?" or "Where did you grow up?" or
"Where were you born?"

Do Match Your Speaking Speed and Vocabulary
with the Person's Language Skills
Let's face it. Learning a new language is tough,especially with
all the slang, idioms, abbreviations, and jargon that fill daily
conversations. When you first meet someone whose native
language is not your own, speak slowly and keep your sen-
tences short until you can determine his or her level of
understanding. If there is a language barrier, be patient and
follow one international host's excellent advice: "Keep it
simple, don't talk loudly, and never act like you are speaking
to a child."


Be aware that many people feel self-conscious about their
ability to speak a foreign language and may need a little extra
encouragement from you to carry on a conversation. If the
person suggests that his or her language skills are inade-
quate, you can say, "I think you speak quite well! How long
have you been studying the language?"

Don't Assume Understanding
Over the course of your conversation, be sure to check that
the other person understands you. Even when they don't
fully comprehend your meaning or intent, people with lim-
ited foreign language skills often nod their heads or say "Yes"
if you ask, "Do you understand?"
You can avoid many misunderstandings by asking ques-
tions that require the other person to restate, or paraphrase,
what you have said. For example, you can say, "Just to make
sure you understand how to find our house, why don't you
repeat the directions to me." Or you can restate what you
think he or she has said. For example, "I just want to make
sure that I understand you correctly. You want me to . . . Is
that right?"
If you find that your message did not get through, then try
restating it more directly and in fewer words. You can say,
"Let me say it a different way."

FAQ
/ know to avoid discussing sex, politics, and reli-
gion, but what topics are okay to bring up when
I'm talking with someone from another country?


Do Talk about Upbeat Topics
Most people from other countries enjoy exchanging views on
a variety of subjects that reveal their interests, experiences,
and tastes. For example, you can talk about:

American culture Entrepreneurs Outdoor activities
Animals Family life* Professions
Art Fashion Scenery/Geography
Business/Work Food & Drink Science/Technology
Cars Gardening Sports
City/country life History* Tourist attractions
Culture/Heritage Hobbies Travel
Current events* Language Volunteer work
Customs Literature Weather/Climate
Entertainment Music World affairs*

*Caution: Take care when discussing these topics, as they
can lead to strong differences of opinion or uncomfortable
conversations.

Here are a few examples of how to start a conversation using
some of these topics:
What are the surroundings like where you live back home?
(Scenery/Geography)
What is your city or town like? (City or country life)
What do you find most interesting about life here? (Ameri-
can culture)
When you have time off from work, what do you like to do?
(Hobbies)
Tell me a little about your town's history. (Culture/ Her-
itage)


How do you compare doing business here with doing it at
home in your country? (Business/Work)
Have you recently seen any movies (plays, music, etc.) that
you liked? (Entertainment)
If I were to visit your country (city, etc,), where would you
suggest that I go? (Travel)
Who do you think is likely to win the World Cup (soccer)
this year? (Sports)

Don't Talk about Depressing Topics
Avoid discussing the following topics with people from
other countries until you know them better. These contro-
versial topics can polarize people and put them into a
somber mood, particularly in social or business situations.

Alcohol/Drug abuse Ethnic humor Radical unrest
Apartheid Internal politics Regional conflicts
Brutal crimes Money problems Religion
Cold War Organized crime Sex
Colonialism Personal illness Taxes
Communism Politics Terrorism
Economic problems Poverty Tragedies

FAQ
How do you sustain a friendship with someone
from a different country?

Once you've met someone from another country, the next
step is to build the friendship, and the key is to maintain
contact. Send your new friend a letter or postcard to say
how much you enjoyed meeting him and that you'd like to


"stay in touch." Remembering his birthday or a special event
will help cement the relationship. E-mail has made it possible
to have nearly instant contact with people all over the world,
so it's now easier than ever to be in contact. With some in-
ternational long-distance telephone calling plans, you can
talk to people thousands of miles away for reasonable rates.
Of course, try to meet your friend in person whenever it's
possible,

Conversing with People from Other Countries
Builds Bridges of Friendship
Someone long ago once said that the world is like a book, and
those who do not travel read only one page. Today, however,
with so many people from around the world traveling or liv-
ing abroad, you have the opportunity to meet foreigners in
your hometown.
Discovering new foods, customs, music, business opportu-
nities, perspectives, and values are only a few of the many
benefits you have to gain from conversing with people from
around the "world. But the biggest reward of all when you
meet and talk to people who are different than yourself is
that of mutual understanding and international friendship.

11
Customs That Influence
Cross-Cultural
Conversations
The more I traveled, the more I realized that fear
makes strangers of people who should be friends.
—Shirley MacLaine (1934- ), American actress

1 can't believe she asked me how much my engagement ring
costr "Okay, so I'm five minutes late. What's the big deal?" "I
wish that he wouldn't stand so close to me when we speak."
Talking to people from other countries can be challenging,
especially when you have little knowledge of their cultural
sensitivities and taboos. That's why the more you know about
a person's culture and homeland, the less likely you will say
the wrong thing or be offended by his or her customs.

How Savvy Are You about the Customs of
Other Cultures?
Take this True/False quiz and find out how much you know
about talking to people from other countries. The answers
are on pages 164-67.
1. Japanese like a strong handshake when
they meet strangers. T F_
2. Being only a few minutes late to an
appointment will upset a German. T F
3. North Americans stand closer than
Latin Americans when they talk. T F


4. Chinese gesture with their hands when
they speak. T_ F_
5. Using first names is customary in the
U.S.,but considered rude by Europeans,
Asians, and Latin Americans if done so
without permission. T— F—
6. All cultures view lack of eye contact
as a sign of dishonesty T— F—
7. Women should offer to shake hands with
men from the Middle East. T__ F_
8. Bulgarians and Greeks nod their heads
when they disagree. T F
9. South Americans consider it rude to back
away in a conversation. T— F
10. Italians never make small talk before
bringing up business issues. T— F
11. A woman from India would be offended
if you pointed at her with your finger. T— F—
12. Africans enjoy talking about music, art,
sculpture, and oral literature. T— F
13- Filipinos rarely say no or argue
with foreigners. T— F
14. Casual and informal conversations are
typical of most people from the Caribbean. T F
15. The topic of soccer would bore most
Central Americans. T— F

Answers
1. False: Although Japanese are accustomed to shaking
hands with Westerners, they prefer a light handshake.
2. True: Punctuality is of the upmost importance to Ger-
mans. They consider it rude when someone is even a

Customs That Influence Cross-Cultural Conversations 165

few minutes late to a business or social engagement.
3. False: North Americans prefer to stand about three
feet from the people they speak with. Latin Americans
speak at a distance of one to two feet.
4. False: Chinese rarely speak with their hands and find it
distracting when speaking with people who do,
5. True; Americans Jove to use first names from the
moment they are introduced, although many foreign-
ers consider it to be too informal.
6. False: Mexicans,for example, often avert their eyes out
of respect.
7. False: Strict religious rules prohibit Muslims and Ortho-
dox Jews from having physical contact with the oppo-
site sex in public.
8. True: Bulgarians and Greeks shake their heads from
side to side when they mean yes and nod their heads
when they mean no.
9. True: Backing away during a conversation is consid-
ered rude by South Americans because they like to
stand very close while they chat.
10. Falser Be prepared to make conversation about your
family, travel, food, and so on before discussing any
business matters with Italians.
11. True: People from India consider it rude to point with
a finger. They point with their chins.
12. True; Africans like to discuss the influence of their tra-
ditional music, art, sculpture, and oral literature on
jazz, blues, modern art, and modern dance.
13. True: Filipinos value harmony in conversations and
consider the word "no" impolite.
14. True: People from the Caribbean usually have a more
relaxed style of talking than do Americans, British,
French, Spanish, or Dutch.

166 HOW TO START A CONSTVERSATION AND MAKE FRIENDS

15. False: Central Americans are passionate about soccer, as
are most Europeans, Mexicans, and South Americans.

How Do Your Skills Rate?
Number of
correct answers Level/Follow-up
13-15 Super! You know how to talk to just
about anyone from anywhere. Dig
even deeper to find out more about
the many subcultures that exist
within each country and culture.
9-12 Pretty good! You are aware of many
foreign customs that influence con-
versation. Zero in on the many
exceptions that exist within cul-
tures, so you don't assume too
much when talking to someone
from a particular country.
5-8 Okay, but... You know enough
about people from other countries
to have a conversation, but you
might find yourself saying some-
thing embarrassing or offensive.
Ask them more questions about
where they are from and some of
their customs. Continue your con-
versations based on the informa-
tion they tell you.
0-4 Oops! You are at risk of saying the
wrong thing when you talk to
people from other countries. Try


0-4 (continued) to learn more about the cultures
and customs of other countries so
that when you converse you won't
put your foot in your mouth. If you
ask questions, show interest, listen
carefully, and observe their behav-
ior, you'll quickly improve.

Use the Following Chart to Avoid
Embarrassing Situations and Taboo Topics
It is easy to misinterpret actions of acquaintances and friends
from other countries if you are unaware of their particular
communication styles, customs, and taboos. The following
chart summarizes greetings, conversation styles, body lan-
guage, plus certain actions and topics to avoid while socializ-
ing with people from various countries and regions of the
world. These traits are generalizations and the list does not
include all nationalities, but the information is representative
of the people that you will most likely encounter at home, at
work, and in business or social situations.

FAQ
Will making generalizations about the foreigners
I meet make them feel like I don't see them as
individuals?

It is always important not to stereotype the people you
meet. Be aware that you are speaking with individuals and that
there are many cultural variations within countries and
regions. To avoid saying or doing the wrong thing,observe, lis-
ten, and follow the other person's lead as you meet and con-
verse. And remember to always be polite, mind your manners
and never say, "But I thought everyone from your country,,,"


Conversation Customs Chart
Country/Region Handshake/Greeting Conversation Style
Central Africa* medium polite/leisurely
North Africa* medium (men only) unhurried
South Africa* medium polite/formal
Brazil medium outgoing
Canada ' medium relaxed/polite
Caribbean* medium informal
Central America* Light polite/formal
China* light/bow reserved
Eastern Europe* firm outgoing
England light formal
France light proud/formal
Germany practical/formal
Greece light laid-back
India* medium (men only) leisurely
Israel medium (men only) to the point
Italy light demonstrative
Japan light reserved
Mexico medium friendly
Middk East* medium (men only) unhurried
Philippines firm social/formal
Poland medium demonstrative
Russia medium demonstrative
Scandinavia firm reserved/formal
South America* light-medium personal
Southeast Asia* light/nod reserved
United States firm friendly/informal
:
* These countries and regions are ethnically diverse with a wide variety of cultures
and customs.

Customs That Influence Cross-Cuitural Conversations 169


More Ways to Learn about the Customs of
People from Other Countries
In addition to talking to people about their homelands, you
can take advantage of the many opportunities where you live
to learn about other countries and cultures.

Visit or Attend
• Restaurants that serve food from other countries or cul-
tures.
• Cultural events that feature music, dance,art, and food.*
• Cultural centers related to a particular country or culture.
• Foreign language classes.*
• International centers and volunteer to tutor people who
want to learn your language.
• Lectures or classes about a country's customs or culture.*
• Museums that feature art from other countries.
• Folk dance classes or music classes.*
• Libraries where you can research places that you've always
wanted to visit.

Read about other countries in
• National Geographic magazine.
• Travel and food sections of newspapers and magazines.
• Travel guides such as Fodor's, Frommer's, Insight, Mich-
elin, or The Rough Guides.
• Newspaper features or human interest stories.
• Nonfiction or photography books.

* Of course, in addition to learning more about a particular country or cul-
ture, many of these places provide a jjreat opportunity to meet people and
make new friends!


• Novels that are set in and have characters from other
countries.

Watch movies or television programs from other coun-
tries that
• Show how people live there.
• Present history and cultural development.
• Reveal historical perspectives about the people who live
there.
• Discuss popular sporting events.

Web Sites
The Internet offers an endless source of information about
most countries, including local cultural events. Once you are
on-line, visit any search engine and type the name of the
country that you want to know more about into the search
box. You'll be amazed at how much you can learn when you
browse these sites. Many web sites have bulletin boards
where you can post messages and chat rooms where you can
participate in on-line discussions.

Respectful Conversations Yield International
Friendships
Adding new knowledge, respect, and tolerance for individual
differences is the key to communicating effectively with for-
eigners. Every social and business situation holds the potential
for rewarding conversations that allow the people from vary-
ing cultures to talk and learn about each other. As you become
more comfortable with different communication styles, body
language, customs, and taboos, many of your conversations
will lead you to new friends from around the world.

12
Five Golden Rules of
Mobile Phone Etiquette
ET phone home.
—from the movie ET: The Extra-Terrestrial

What do Buck Rogers, Dick Tracy, and millions of teenagers,
parents, and businesspeople in the country have in common?
They all use mobile phones (or, in the cases of Buck Rogers
and Dick Tracy, the two-way wrist-radio version of a mobile
phone) to stay in touch with their friends, family, and col-
leagues. What was once the dream of science-fiction writers
is now a ringing reality for millions of people around the
world. Parents use mobile phones to keep tabs on their chil-
dren. Companies buy them for their employees so they are in
constant contact with clients. Friends and lovers are never
out of touch when they have their mobile phones turned on.
Even clothes have special pockets to hold mobile phones for
fast and easy access.
Whether you love or loathe this electronic communication
gadget, using it thoughtfully can enhance your contact with
the people you talk to every day. On the other hand, ignoring
mobile phone etiquette can offend old friends, family, or col-
leagues, and even throw cold water on a new friendship.

Five Golden Rules of Mobile Phone Etiquette 173

Mobile Phones Are a Spontaneous Way to
Build Friendships
If you are on the run these days more than ever, using a
mobile phone is a convenient way to arrange an impromptu
meeting. A quick call to an acquaintance is a great way to
show that you are interested in spending more time with him
or her and want to build the friendship. You might say some-
thing like, "Hello Jan, this is Cortez. I'm on my way to your
neighborhood and I was wondering if you're free for lunch.
How about meeting me for a quick bite?"

Tell Vour Friend, "I'm on My Way."
Have you ever waited on a street corner or at a restaurant for
a friend, family member, or colleague who is late? You're sure
you agreed to meet at 6:00 P.M., right after work, and here it is
6:30 and he's nowhere in sight. Maybe he had to work late or
is stuck in traffic. Or maybe he just forgotl How aggravating!
Showing up a half hour late for a date—even "with a good
friend—can really hurt a relationship. But there is a solution
to this problem if the other person has a mobile phone.
Is there a good chance that you'll be more than ten min-
utes late to an appointment? That's the moment to pull out
your mobile phone and make a call to show that you respect
the other person's time. All you need to say is something like,
"Sorry, but I'm running about a half hour behind schedule. Is
it okay if we meet about six-thirty instead of six o'clock?"


Making a Quick Change of Plans Is Easy
on a Mobile Phone
If you're the one who's doing the waiting, then use your
mobile phone to call your friend and check on what's hap-
pening. If you can see.for example, that now you won't have
time to share dinner before going to a movie, suggest a
change of plans and agree to meet at the theater. That way,
you can have something to eat instead of waiting around for
your late friend.

Five Golden Rales of Mobile Phone Etiquette
Just because you have a mobile phone doesn't mean that it's
okay to use it anywhere or anytime that you like. Follow
these golden rules and you'll be using your mobile phone the
right way.

Golden Rule No. 1: Present Company Gomes First
Remember that in most situations, the people you are with
take precedence over the people you want to call or those
who call you on your mobile phone. To avoid getting trapped
into a long mobile phone conversation at an inconvenient
time, simply tell the caller, "I can't talk right now, I'll call you
back in an hour, if that's okay"

Golden Rule No. 2: Turn on "Vibrate" While Attending Social
or Business Functions
This rule also applies when you are attending any public
performance, such as a movie, concert, play, meeting, work-
shop, or lecture. Use the vibrate option on your mobile
phone or call forwarding to reroute incoming calls to your


voice mail. Check your messages if you must, but return the
calls later.

Knowing When to Turn Off Your Mobile |
Phone Can Avoid an Embarrassing Moment
During a recent Broadway performance of the play
Death of a Salesman, a mobile phone belonging to
someone in the audience rang several times. After the
fourth ring, Brian Dennehy, the Tony Award-winning
star of the show, turned and shouted at the very embar-
rassed mobile phone owner, "Shut that damn thing off!"

Golden Rule No. 3: Chioose the Right Time to Call
Avoid calling friends or family members who have mobile
phones if you know they are attending a class, ceremony, con-
cert, play, movie, or any other event where a ringing mobile
phone would be an unwelcome interruption. Of course,
mobile phones can save lives in an emergency, so always
make that call if it's necessary.

Golden Rule No. 4: Find a Private or Semiprivate Place to Talk
No one wants to listen to your conversations or feel com-
pelled to speak quietly because you're on your mobile
phone. Look around for a bit of privacy before you make a
call. Then chat on your mobile phone all you want to without
annoying others.


Go1den Rule No. 5: Speak at a Normal Volume
With loud street noise or other sounds in public places, you
might find yourself speaking louder. If talking at a higher vol-
ume is necessary, try covering your mouth and mobile phone
with your hand to muffle the sound of your voice.

FAQ
My new friend frequently gets into long conversa-
tions on her mobile phone when we go out to eat.
How can I tell her that I think she is being rude to
me and everyone else in the restaurant?

What could be more irritating than dining with someone
in a restaurant who constantly carries on extended conversa-
tions on a mobile phone? Before ordering your meal, try say-
ing something like this to your friend: "Can I ask you a little
favor? Would you mind turning off your mobile phone while
we are in the restaurant? I feel really embarrassed when
you're on it talking to someone else and I'm sitting here twid-
dling my thumbs waiting for you to finish. Plus, I don't think
if s fair to me or the other people here to have to listen to
your conversation."
Conversation tip: Whenever you are criticizing a friend,
state your complaint in a calm voice. Describe the undesir-
able behavior, how it affects you, and what you want him or
her to do about it. Don't overdramatize the situation or make
harsh accusations such as "You're so rude! Why do you
always . . . ?" In most cases, a few well-spoken words at the
right time will solve the problem. If your request goes
unheeded, pull out a book or newspaper to keep busy while
your dinner partner chats. Better still, find someone else to
share your meal with or to talk to in the restaurant!


Mobile Phones Are a Great Way
to Maintain Relationships
Mobile phones are a spontaneous and convenient way to
communicate with old and new friends, family, and business
contacts. Remember the five golden rules of mobile phone
etiquette and all your conversations on the go will go great!

E-mail and On-line
Chat Rooms:
Making Conversation
and Friends
in Cyberspace
I chat therefore I am. Chatting is a way of life for me.
Some of my closest friends are people whose faces
I've not yet seen—all I know are their words.
—-Julie Martin, aboutcoiri chat room host

Welcome to Twenfy-First-Century
Communications
In the old days (that is, prior to the Internet), people used to
meet at school, work, in their neighborhood, where they
worshiped, or where they played. If they hit it off, they
exchanged telephone numbers and friendships began.
Today, however, there is a new way for people to meet,
make friends, and build their relationships. Welcome to the
world of e-mail and on-line chat rooms. Communicating in
cyberspace is already a way of life for lots of people. Why
not log on, send an e-mail to an old buddy, and visit a chat
room? See how easy it is to start a conversation and make
new friends.

E-mail and On-line Chat Rooms 179

FAQ
I've beard that there are some rules to follow when
using e-mail. What are they?

Five Ground Rules for Better E-mail
Most people agree that e-mail is the revolution of the 1990s,
but many users don't know the basic ground rules. These
rules will improve your e-mail messages to strangers, friends,
relatives, acquaintances, and business contacts. They will
help you avoid the most common mistakes that "newbies"
(newcomers to the Internet) make when they use e-mail.

Ground Rule No. 1: Promptly Respond fo E-mail Messages
An unanswered e-mail, like an unreturned telephone call,
leaves people feeling ignored and irritated. Check your e-mail
daily and send responses within a few days to those who
have contacted you. Of course, you don't need to respond to
unsolicited messages (also known as spam) unless you
choose to. If you don't have time to send a full response, at
least acknowledge that you received the e-mail and promise
to write more soon. For example, you can e-mail her some-
thing like,

Dear Rita,
Thanks for e-mailing me your idea for a travel book. I can't
wait to read it. I'll get back to you in a few days with some
feedback.
Best,
Don


Ground Rule No. 2: Never E-mail a Message That You Wouldn't
Want your Mother, Your Boss, or the Rest of the World to Read
You can assume that a traditional letter (snail mail) is private,
but it "ain't necessarily so" with e-mail. People other than the
original senders can retrieve saved e-mail messages. Writing
intimate or personal messages, making nasty remarks, or gos-
siping about an individual can lead to an embarrassing situa-
tion. Imagine how you would feel if your message showed up
in someone else's mailbox or on the Internet with your e-mail
address and name attached as its original sender. So don't for-
get, the e-mail you send and receive is never private.
Also, since many US, courts have ruled that companies
have a right to read employees' e-mail, it is even more impor-
tant to remember that your on-line messages at work are not
private. If your supervisor reads your e-mails and sees an
inappropriate personal message or glib remark about him or
a client, you could be in an embarrassing situation.

Ground Rule No. 3: Don't Type Your Message in ALL CAPS
E-mail messages written in all capital letters are interpreted
as shouting and come across as being rude. Always use
upper- and lowercase letters as you would in a traditional
correspondence.

Ground Rule No. 4: Keep It Short and Sweet
Studies show that people receive an average of five to ten
e-mail messages a day, and many heavy users routinely have
more than twenty-five messages waiting for them each day
in their mailboxes. So, don't constantly e-mail your friends
long lists of jokes, articles, or newsletters unless you know
they would appreciate them. Also, to help minimize the read-


ing time of e-mail, make an effort to keep your messages
brief. However, one- or two-word responses such as "Me too,"
"I agree," or "Right!" can create confusion. Be sure your
response includes references to the sender's original mes-
sage. For example, your e-mail reply to a new friend who told
you about a band playing at a local club might be:

Hi, Eileen,
Thanks for your e-mail about the band playing at Club Muzik.
Rocket Science is one of my favorite groups, and I'd love to go
see them this weekend. Do you want to meet for dinner
before the show? I'll call you at home tonight.
Bye for now,
Don

Ground Rule No. 5: Send Well-Written Messages
Many people send their friends e-mail messages that consist
of lousy typing along with an alphabet soup of abbreviations
and symbols, called "emoticons" or "smilies." Informality,
however, does not excuse sloppy writing, so don't send your
old friends or new ones e-mail that shows a lack of attention
to this important chatiquette rule. A sloppy e-mail to a client
or business contact makes the sender come across as unpro-
fessional. Take a few extra moments to proofread your mes-
sages for spelling errors (use the spell check at least twice),
careless mistakes, or inappropriate comments, and put your
name at the end of the message before you click on "Send."
Remember, once you've sent an e-mail, you can't retrieve it.

FAQ
How do I use e-mail to make friends over the
Internet?


You can make friends over the Internet the same way you
do in person, via the telephone, or with a traditional "pen
pal" letter. "You connect and maintain contact with people
who share your interests, experiences, values, and goals. In
your first e-mail, always introduce yourself, explain how you
got the person's name and address, and the reason for your
correspondence, like face-to-face relationships, Internet
friendships need to develop naturally, over time. Your first
e-mail might say something like,
Dear . . .,
You don't know me, but my name is ... I got your name and
e-mail address from (a mutual friend, a family member,
teacher, etc.). I understand that you also have an interest in . . .
I live in . . . and am a college student (writer, scientist, furni-
ture maker, etc.). I am e-mailing you to ask you ...
Sincerely,
[Your real name and e-mail address]

Abbreviations & Emotieons
The following are just a few of the commonly used abbrevia-
tions and emoticons, or smilies (symbols), used in e-mail
and on-line conversations. (Note: Abbreviations are usually
in capital letters.) Also, some etiquette experts say that
emoticons are fine for personal notes, but inappropriate for
business-related e-mail.

E-mail and On-line Chut Rooms 183

Making Conversation and Friends in Chat Rooms
Do you want to meet people and make new friends with oth-
ers who share your passions and goals? It's easy if you go on-
line and visit a web site with a "chat room." For example, if
you like to travel, you can join an on-line discussion on driv-
ing, sailing, railroading, hitchhiking, or any other conceivable
mode of transportation. Are you stumped about your next
career move? Go to a business/career chat room and get
some quick suggestions from other job seekers. Do you enjoy
discussing current events, business trends, or your favorite

What Exactly Is a Chat Room?'
A chat room is a web site where ongoing conversations
about particular topics take place. Groups of users post
e-mail messages in "real time" that everyone in the
room reads simultaneously and can immediately
respond to. In fact, some of the larger networks have
more than 3,000 chat rooms dedicated to different top-
ics. Chat room administrators, or hosts, run the discus-
sion and clarify and enforce the rules of chatiquette.
Hosts win ban users for foul language, off-color re-
marks, or other inappropriate behavior that violates the
basic rules of communicating on-line.


recording artist's latest compact disc? There's probably a
chat room where people are talking about it.

How to Find a Suitable Chat Room
Finding chat rooms is easy if you Jog onto services such as
America Online or CompuServe, or web sites like Yahoo,
com. About.com, LookSmart.com, Oxygen.com, or any
number of other sites that host daily chats and "Net Events"
in nearly every subject area you can think of. In their "search
box," type "chat rooms" or a few words that describe your
interest. (For example: "cats," "sailing," "home renovation,"
"movies") In a matter of seconds you'll see lots of possible
sites and chat rooms to visit. Since the names of some web
sites can be misleading, it will probably take some "surfing"
to find the chat rooms that are right for you.

Schmoozing On-line Requires "Chatiquette"
Good on-line conversations require many of the same skills
as face-to-face conversations, including tact. You probably
wouldn't ask a new acquaintance in a face-to-face conversation
personal questions such as, "How much money do you make?"
or "How's your sex life?"or "Is that a real diamond?" Yet some-
tiling strange happens to some people who normally have
good manners when they -send e-mail or go into chat rooms.
They throw etiquette out the window (not the computer vari-
ety) and become completely insensitive yahoos (and I don't
mean the search engine!). Don't let the seemingly anonymous
aspect of chatting on-line fool you. As in all conversations—
whether they are in person, on the telephone, or in cyber-
space—it's not just what you say; it's how you say it.


Dos and Don'ts When You Visit Chat Rooms
Most chat rooms follow normal standards of good conduct,
although many on-line groups have their own sets of rules
based on their audience and content. In general, the follow-
ing dos and don'ts will keep you from making any major faux
pas when you chat on-line.

Lurking is observing how people in a chat room communi-
cate before participating in the discussion. Since "chati-
quette," or what is acceptable language and behavior, varies
from group to group, lurking helps you decide if you feel
comfortable in the chat room. Lurking also allows you to get
a feel for the way messages are posted, and how to respond
to questions and comments.

Don't Be Shy about Jumping into the On-line Discussion
Once you've determined that youd like to participate in the
on-line discussion, then jump in with a comment or a ques-
tion, just as you would in a face-to-face conversation. The
general attitude of most chat room participants is "the more
the merrier."

Do Remember that You Are Talking to People
Your on-line image is based on your on-line conversation
style, so let your comments reflect your sense of humor
and personal interests. You can get a sense of the conversa-
tion styles of others on-line by zeroing in on the same kinds
of communication characteristics you learned about in Chap-
ter 9, "Recognizing and Using Conversation Styles."


Don't Flame (Insult) Other Members of the Group If You
Disagree with What They Say
On-line relationships take time to develop,but only one harsh
rebuke to be damaged, just as in a face-to-face conversation,
"shooting from the lip" in a chat room can cause offense. Even
if you feel like e-mailing a nasty rebuke, bite your tongue (or
in this case the "send" button) and don't do it.

Do Read FAQs {Frequently Asked Questions)
Click on "FAQ" before posting any questions to the chat
room so seasoned group members don't chide you for wast-
ing their time with already answered questions.

Don't Make Statements You Can't Back Up
Remember, just as in face-to-face conversations, trust is the
basis of on-line relationships. If you make statements about
yourself or others that are untrue or you cannot support,
your credibility in the eyes of other on-line users will suffer.

Do Correct Your Chatiquette Goofs
When experienced users or hosts point out that you've made
a chatiquette mistake, don't get upset or argue. Promptly fol-
low their advice and thank them for calling your attention to
your slip.

FAQ
How do face-to-face conversations differ from on-
line conversations?

Some people find it easier to converse in on-line chat
rooms than in a face-to-face conversation because they don't


worry about appearances, and many times, the users remain
anonymous. At the same time, however, without the benefits
of body language and tone of voice, on-line users can miss
the subtle signals that we send to one another while commu-
nicating face-to-face, (That's why emoticons were invented!)
Plus, it's difficult to get to know someone well if you don't
know his or her real name.

Chat Rooms Are Places to Start Conversations
and Make New Friends
Chatting with people on-line is a way to broaden your circle
of friends and acquaintances. There are as many places to
chat and meet people as there are subjects in a bookstore.
Keep in mind that the Internet is still full of all kinds of chat
rooms, some of which are strange, on the fringe of poor taste,
or downright offensive. Here, however, are a few of the more
mainstream kinds of chat rooms that you can find at About,
com, a real-time on-line discussion web site. Type words such
as these into a search engine and you'll find many sites and
chat rooms to visit:

Adoption Crime Health
Animals/Pets Cultures History
Arts/Literature Economics Hobbies
Business/Careers Education Home/Family
Chat rooms Entertainment Humor
Collectibles/Antiques Environment Internet
College Prep Courses Games Issues/Causes
Computers/Technology Government Language


Law Enforcement Politics Sports/Fitness
Medical Religion Stock Market
News/Media Science Talk Shows
Paranormal Sexuality Toys
Philosophy Society Travel

FAQ
/ met someone in an on-line chat room whom I'd
like to meet in person. Any suggestions?

It's great to move from a cyberspace conversation to a
face-to-face meeting, but it requires mutual trust and com-
mon sense. If both of you are agreeable, suggest a short meet-
ing in a public place (be specific) for a cup of coffee or
snack. If you haven't exchanged photos, then say how you'll
recognize each other. (For example, "I'm 5'8" tall, brown hair,
and I'll be the one wearing the . . .")
Just as when you meet anyone for the first time (although
you may have chatted several times on-line), never give out
your exact address or any other personal information until
you're absolutely sure that you want to see him or her again.
Exchanging your telephone numbers could be the "next
step," but only if you feel comfortable doing so.

On-line Conversations Need to Focus
on People
It seems that every day new technological breakthroughs
allow us to communicate with one another faster and easier.
Conversing with people via e-mail and in on-line chat rooms


allows you to tap into huge networks of people around the
world who share your interests, dreams, or needs. People who,
under normal ckcumstances, probably would never have the
opportunity to meet, can become friends and colleagues—all
simply from starting an electronic conversation.

14
Improving Your
Conversations
The only thing worse than being talked about is not
being talked about.
—Oscar Wilde (1854-1900),
Irish writer celebrated for his wit and flamboyance

Silence—It's Not What You Say, it's What
You Don't Say
Silence has many meanings. Sometimes people fill in the
blanks with wishful thinking, and assume things are meant
when they aren't actually said. Silence is neither a confirma-
tion nor a denial, and it usually leaves a question or comment
unresolved.

Silence—a Negotiating Tool
Silence can be used very effectively as a negotiating device. A
salesperson can present a high-powered sales pitch, speaking
constantly and not giving you time to think about what is
being said. Silence gives you time to think about what is being
proposed It can also encourage others to come to your side
by providing them time to think about your ideas.

Silence Is Okay
Silence is natural in a conversation. Words don't have to be
spoken all the time to communicate. Silence allows people to
experience their immediate environment without feeling

Improving Your Conversations 191

like they have to fill every void with a word. For some
people, a lack of talking can be uncomfortable and can cause
great anxiety. This is, for the most part, unnecessary. Silence
should be considered a time to rest or think about conversa-
tion topics. If, however, silence seems more a rule than an
exception, it can be a way of avoiding a particular topic or
issue which you or the other person really want to discuss
but are afraid to bring up.
If you sense that the other person needs some encourage-
ment to open up, try saying something like:

You're quiet tonight. Is there something bothering you?
You seem as if something is on your mind. A penny for your
thoughts.
Is there something that you want to talk to me about?

Don't push too hard if the other person doesn't respond.
Instead, end your offer with something like, "If there's some-
thing that you want to say, I'm willing to listen."

Use Encouragement and Positive Feedback—
Don't Criticize
Even though there is always room for improvement, when
you are giving feedback it's better to praise the positive
attributes of someone's efforts first, even if you really have to
search for something good to comment about. It's also impor-
tant not to sandwich positive comments and constructive
criticism together into the same sentence. Sandwiching
praise and criticism together usually turns the listener off
and he becomes less cooperative and receptive to your


suggestions for improvement. It's better to give praise where
it is due and acknowledge the effort required to complete
the task. For example, to a child who has finally finished an
assignment that is way overdue: "I'm really happy to see that
you've finished the assignment. It takes time to write a report
that looks as good as this." Then to correct the problem of
late work, you could say, "How do you think you might be
able to get your next assignment in on time?" By encouraging
the child with positive feedback and then presenting the
problem in the form of an open-ended question, hopefully he
will come up with a reasonable suggestion rather than sim-
ply do what he is told. As a result, you make it more likely that
the child will respond enthusiastically to the next assign-
ment, as well as get the work done on time.

Playful Teasing Is a Healthy Way to Convey
Feelings and Attitudes
Teasing, if it is carried out in a playful and upbeat way, can be
beneficial and uplifting. Teasing sensitively, not maliciously,
can be an important channel of expression from one person
to another. When you convey what you think and feel in a
lighthearted manner, people will be more likely to consider
what you are saying.

Strategy for Dealing with Put-Downs
When you are criticized with a put-down, how should you
react? Keep your sense of humor up and your defenses
down, and you'll be in a better position to ward off cryptic
comments and let the other person know you have a confi-
dent attitude about who you are and what you do.


Don't Lose Your Sense of Humor
Bring a bit of humor into a tense or boring situation by pok-
ing a bit of fun at the people involved—especially yourself. It
is important for friends to be able to laugh at themselves and
at each other. We never want to lose our sense of humor,
because without it, our sensitivity to criticism becomes too
high. Letting people tease you a bit and laughing at yourself
can be helpful when times get tough and you begin to take
yourself a little too seriously.

A person at work teases me with little sarcastic
remarks. He's probably just making fun of me, but
sometimes I think he really means what he says.
What should I do?

Put-Downs Can Be a Test of Your
Self-Confidence
Occasionally people put other people down to see how they
react under fire. If your reactions are defensive ones, chances
are good that a sensitive spot has been hit. If you laugh at
yourself, and don't take the put-down too seriously, then the
other person will assume you are self-confident and secure.

Ask Open-Ended Questions to Find Out the
Real Reason for Put-Downs
If you feel that the other person is really serious, don't react
with "Why don't you lay off," or another defensive comment.


Instead, try an open-ended question to encourage the other
person to tell you what's really bothering him. This opens up
the communication channels and hopefully ventilates some
of the anger and frustration that causes people to put one
another down. Following are some examples:
"Why do you feel that way?"
"What is it that seems to be bothering you?"
"I don't understand. What is it about that is bad?"
"What is it that you don't like about ?"
"What can I dp to make you feel more positive about what
I'm doing?"

The Other Person May Have Some Very Valid
Things to Point Out to You
Once some of the real reasons fora person's anger come out,
it's best to talk and seek a compromise solution to the prob-
lem. If a person's criticism of you is valid, try to omit
responses with the words "but," "still," "however," and "yet,"
and substitute "Perhaps you're right! What should I have
done?"

The Best Way to Get What You Want
Is to Ask for It Directly
Most people prefer to be asked directly to give or do some-
thing. Many people resent demands that are not out in the
open. If you want something from someone, it's better to
make your request clearly. In this way, the listener knows
what you are asking for, and can answer yes or no to the
request, and decide to what extent, if any, she is willing to


cooperate. You can't always get what you want, but at least
you'll have the satisfaction of knowing you made a direct
effort.

People Can't Read Your Mind
Some people expect others to know what they think, feel,
and want. These people send out hidden request after hidden
request, hoping that the other person will figure out what it is
that they are asking for. It's better to be direct, because hid-
den requests are often ignored or misunderstood.
For example, consider the sulking lover who wants atten-
tion from his girlfriend. He stands gazing into a field of
people at the park while his girlfriend chats with her friends
nearby. He wants attention, but he doesn't want to ask for it
directly, so he pouts and thinks: "I don't want to have to ask.
She should know that I want her to come over here." As his
girlfriend looks over and sees him alone in what appears to
be a pensive mood, she thinks: "If he wanted to talk, he'd sig-
nal me to come over or walk over. It looks like he wants to be
alone for a while."
In this case, the boyfriend's hidden request was not so
much ignored as misinterpreted. He wanted attention, and
she thought he wanted to be left alone. She can't read his
mind, but that's what he expected her to do. Instead, she
merely read his body language, and it seemed to say "Stay
away—I want to be left alone."

"What Do You Want from Me?"
When someone makes a hidden request, be sure that you
understand what he is asking you to do. You can say, "You


didn't exactly ask,but do you want me to . . . ?" This question
will clarify the other person's hidden request, and then it's
up to you to tell him to what extent you're willing to carry
out his request. To avoid future misunderstandings that often
result from hidden requests, you can say, "Please, the next
time you want me to do you a favor, just ask me directly Then
I'll tell you yes or no,"

15
50 Ways to Improve
Your Conversations
Let the world know you as you are, not as you think
you should be—because sooner or later, if you are
posing, you will forget the pose and then where are
you?
—PannyBrice (1891-1951),
singer and comedienne

H ere are some final review points to keep in mind when
having conversations.
1. Be the first to say hello.
2. Introduce yourself to others.
3. Take risks. Don't anticipate rejection.
4. Display your sense of humor.
5. Be receptive to new ideas.
6. Make an extra effort to remember people's names.
7. Ask a person's name if you have forgotten it.
8. Show curiosity and interest in others.
9. Tell other people about the important events in your
life,
10. Tell others about yourself, and what your likes are,
11. Show others that you are a good listener by restating
their comments in another manner.
12. Communicate enthusiasm and excitement about things
and life in general to those you meet.
13. Go out of your way to meet new people.

HOW TO START A CONVERSATION AND MAKE FRIENDS

14. Accept a person's right to be an individual.
15. Show your sense of humor when talking to others.
16. Tell others what you do in a few short sentences.
17. Reintroduce yourself to someone who has forgotten
your name.
18. Tell others something interesting or challenging about
what you do.
19. Be aware of open and closed body language.
20. Use eye contact and smiling as your first contact with
people.
21. Greet people you see regularly.
22. Seek common interests, goals, and experiences in the
people you meet.
23. Make an effort to help people if you can.
24. Let others play the expert.
25. Be open to answering common ritual questions.
26. Get enthusiastic about other people's interests.
27. Balance the giving and receiving of information.
28. Be able to speak about a variety of topics and subjects.
29. Keep abreast of current events and the issues that
affect all of our lives.
30. Be open to other people's opinions and feelings.
31. Express your feelings,opinions, and emotions to others.
32. Use "1" and reveal your feelings when you talk about
personal things.
33. Don't use the word "you" when you mean "I"
34. Show others that you are enjoying your conversations
with them.
35- Invite people to join you for dinner, social events, or
other activities for companionship.
36. Keep in touch with friends and acquaintances.
37. Ask other people their opinions.

50 Ways to Improve Your Conversations

38. Look for the positive in those you meet.
39. Start and end your conversation with a person's name
and a handshake or warm greeting.
40. Take time to be cordial with your neighbors and co-
workers.
41. Let others know that you want to get to know them
better.
42. Ask others about things they have told you in previous
conversations.
43. Listen carefully for free information.
44. Be tolerant of other people's beliefs if they differ from
yours.
45. Change the topic of conversation when it has run its
course.
46. Always search for another person's "hot button."
47. Compliment others about what they are wearing,
doing, or saying.
48. Encourage others to talk with you by sending out
receptivity signals.
49. Make an effort to see and talk to people you enjoy and
have fun with.
50. When you tell a story, present the main point first, and
then add the supporting details afterward.

Conclusion

Here are all the tips and communication skills you need to
begin and sustain conversations. Now it's up to you to get out
there and meet people. You'll find that with practice, patience,
and a positive attitude, you have nothing to lose and a lot to
gain. Taking part in stimulating and rewarding conversations
will become a reality. All you have to do is took somebody in
the eye, smile, and start a conversation?

Don Gabor
Author and Communications Trainer
Don Gabor is an author, interpersonal communication skills trainer,
and "small talk" expert. He helps companies that want employees
with high-impact communication skills and people who want to
become better conversationalists. His full-day, half-day and hourly
workshops are interactive, entertaining, and practical. In addition to
customizing exercises that address the challenges of your specific
group or industry, he gives each participant individualized coach-
ing in a supportive and risk-free setting. Don uses lecture, demon-
stration, role-playing, hands-on exercises, and small-group activities
to create an entertaining and instructional environment where
everyone attending learns the meaning of personal and profes-
sional success.
Please contact Don Gabor to receive a free conversation tip
sheet and more information about his books, audiotapes, videos,
and workshops.

Toll-free telephone: 800-423-4203
Web site: www.dongabor.com
E-mail: don@dongabor.com

Conversation Arts Media
PO Box 715
Brooklyn, NY 11215

INDEX

accurate approach, 147-49 total communication and, 31-32
active stance, 37,51-52 touch, 26^28
activities, 55 see also eye contact;
with friends, 132,134 handshakes; smiling
as hot buttons,8Q-81 ,83 boredom, 30,92
alternatives, offering, 106-7 copping out and, 101,110-11
answering questions, 46 bores, getting away from, 118
withholding information and, 56, bosses, saying no to, 121-22
97 bragging, 101,108-10
anticipations, 51 breaking the ice, 35-63
arguing, 54,60,100,101-3 active listening in, 35,49-54
arms, open vs. crossed, 21,24-25, disclosing free information in,
33,38 35,58-63
asking for what you want, 106, easy-to-answer ritual questions
194-95 in, 35,36,39-49
assertiveness, 106,108 introductions in, 43
assumptions, 97,, 157-58 risk vs. rejeciiojn in, 35,36-39
attention, low, 96 seeking more information in, 35,
54-58
backward lean, 25,26 Brown, Les,, 75
balance, 86-88,108 brows, wrinkling, 23
in exchange of information, 84,
87-88,126 candid approach, 143-45
of listening and talking, 85,86-87 Carnegie, Dale, 64,80,85,100
being yourself, 6l changing topics, 36,48,89-94
body language, 20-34,35,52-53, chat rooms, 178,183-89
55,75,117,187 dos and don'ts for, 185-86
cultural differences and, 26, etiquette for, 184,185,186
168-69 making friends in, 183-84,187-88
forward lean, 25-26 cliche greetings, 60
hands near face, 24-25,33 clients, lunches with, 90-91
listening and, 25,29,30-31,49 closed-ended questions, 36,43-46,
nodding head, 30-31,52-53 50,55,58,91
open v&. closed arms, 21,24-25, cocktail parties, 32-34
33,38 comments, 91
receptive, looking for,31,33,38, breaking the ice with, 36,39-43
56 irrelevant, 99

204 Index

common interests, 55,62,76,81, crossed arms, 21,24-25
85-86,94-95 cross-examination, 58
friendship and, 124,126-27, cultural differences, 152-71
136 customs chart for, 168-69
planning activity around, 132 personal questions and, 156
communication skills, 15-16,17 personal space and, 26,
competitive conversationalists, 168-69
100, 101-3 quiz on, 163-67
complaining, 42,119-20 respect for, 153
compliments, 36,37,39-40,41,123 see also foreigners
concentration, listening and, 49,50, current events,33,117
54 cyberspace, 171,178-89
conclusions, hasty, 100,104-5 emoticons or smilies in, 181,
confidence, 15,16,37,59-, 77 182-83,187
continuing conversations, 73-111 face-to-face conversations vs.,
balance in,84,85,86-88,126 186-87
big events in other person's life friendships in, 181-84,187-88
and, 80-86 moving to face-to-face meeting
changing topics in, 89-94 from, 188
common interests and,94-95 see also chat rooms; e-mail
conversational hang-ups and,
100-111 dance,-asking someone for,34,38
focusing on situation in, 76-80 debating, 60
getting ideas across in, 96-100 decision-making, 105,106-7
topics of importance to you in, desires,expressiflg, 1O6-8
88-89 devil's advocate, 54
conversational hang-ups, 100- 111 disagreeing, 103
arguing, 100,101-3 discussion, open-minded, 60
bragging or know-it-all stance, doing your own thing, 108
101,108-10
copping out, 1O1,11G-11 e-mail, 178-82,188-89
nonassertiveness, 100-101, emoticons or smilies in, 181,
105-8 182-83,187
stereotyping, 1OO, 1O4-5 ground rules for, 179-81
conversation styles, 139-51 Emerson, Ralph Waldo, 21,135
accurate, 147-49 emoticons, 181,182-83,187
blending, 151 emotions, 57,59,61,99,106
candid, 143-45 empathy, 119,120
cultural differences and, 168-69 ending conversations, 28,
hang back, 145-47 113-36
recognizing in stranger, 151 best time for, 115-16
self-assessment of, 140-43 leaving positive impression in,
talkative, 149-50 116-17
cooperation, encouraging, 98-99 problem conversations and,
copping out, 101,110-11 118-22
criticism,. 176,191-92,193 using name in, 66,68

Index 205

entering conversations -already in changing topics with, 89-94
progress, 52-54 disclosing, 46,47,58-63,84,90,95
events: hot buttons and, 83,84
important in other person's life, iceberg statements,52,53
80-86 seeking more information based
important to you, 33,88 on, 35,54-58
news items, 33,117 friendship, 13,15,16,81,1O8, 111,
exaggerating, 61 117,120
examples, listening and, 51 components of, 124-25
eye contact, 21,28-30,33,35,38, in cyberspace, 181-84,187-88
52-53,66 with foreigners, 161-62,171
cultural differences and, 168-69 four key principles for, 125
staring and, 29 growth of,over time, 134-35
maintaining contact and, 133
fear, 100 mobile phones and, 173
of rejection, 36-37 old relationships and, 135
finishing other person's sentences, frowning, 23
51
first impressions, 21,64 goals, revealing,62,78
fishing for topics, 44-45,82,89 going out, with new acquaintance,
flexibility, 101,105 130-32
focus, 92 greetings;
follow-up questions, 46,50,90 cliche, 60
hot buttons and,83,84,85 cultural differences and, 168-69
foreigners, 152-71 groups,remembering names in,
depressing topics to avoid with, 68-69
161 guiding direction of conversation,
friendships with, 161-62,171 37,47,55,93-94
incorrect assumptions about
nationality of, 157-58 handshakes, 26-28,43,66,154
language skills of, 158-59 cultural differences and, 168-69
learning about customs of, hands near face, 24-25,33
17O-71 hang back approach, 145 -47
showing interest in country of, hang-ups,see conversational
155 hang-ups
stereotyping of, 157,167 Hartow.Jean, 139
upbeat topics to discuss with, hellos,23,31
160-61 being first to say, 35,37
see also cultural differences meeting for first time and, 26-27
foreign languages, 155-56 hidden requests, 195-96
foreign names, remembering, 154 Holiday, Billie, 124
forgetting names, 65 hot buttons, 76,80-86
see also remembering names finding someone else's, 81-84,
forward lean, 25-26 129
free information, 44,46,48,49,56, revealing to others,84-85,86
60,76,79-80,128 humor, 193

v

206 Index

iceberg statements, 52,53,76 eye contact and, 29,49
hot buttons and, 83 improving skills in, 49-50
ideas: for key words, 49,50
formulating, 88-89 leaning forward and, 25
getting across to others, 96-100 nodding head and, 30-31,49
"I don't know," saying, 108,109 remembering names and, 64,65,
indifference, 105 66-67
information: thinking about what to say vs.,
balance in exchange of, 84, 49,65,66
87-88,126 lurking, 185
withholding, 47,56,58-59,97
see also free information; self- MacLaine, Shirley, 163
disclosure making friends, 15,124-36
information seeking, 45 see also friendship
avoiding pitfalls in, 57-58 manipulators, 121-22
based on free information, 35, Martin, Judith <a.k.a. "Miss
54-58 Manners"), 64
see also questions Martin, Julie, 178
instructions, 76 meeting people, 15,27,126-27
interests, 90 handshakes and, 26-28
hot buttons, 76,80-86 see also introductions
see also common interests memory, 49
introductions, 37,43,130 see also remembering names
to foreigners, 153-54 mobile phone etiquette, 172-77
to group of people,68-69
reintroductions and, 72 names, 64-72
remembering names and, 65,66 associations with, 67-68,70-71,
invitations to meet again, 117 72
inward thoughts, 77 first, using with foreigners,
irrelevant comments, 99 153-54
forgetting, 65
jargon, 85 guerilla strategies for finding out,
71-72
key words, 36,49,50,76,93 using during and at end of
know-it-all stance, 101,108-10 conversation, 66,68,117
see also remembering names
language barrier, 158-59 negative stance, 42,57
lateness, mobile phones and, negative topics, 57,92,120,161
173-74 negotiating, 16,190
leaning forward or back, 25-26 networking events, 52-54
letter chains, 69 Nevill, Lady Dorothy, 115
listening, 35,49-54,92,94,117, new experiences, 134
120,129 Newman, Edwin, 13
balance between talking and, 85, news items, 33,117
86-87 nodding head, 30-31,52-53
dealing with low level of, 96,97 nonassertiveness, 100-101,105-8

Index 207

objects.of other person, 40,83, follow-up, 46,50,83,84,85,90
129 personal, 55-56,156
occupation, questions about, revealing purpose of, 98
46-47,56,97 see «&o closed-ended questions;
open arms, 24-25,33,38 open-ended questions; ritual
open-ended questions, 36,43-46, questions
48,50,55,83,91 quick inserts, 94
put-downs and, 193-94
opening lines, 34,36,39-43 racial slurs, 92
opiniGns,6Q,89 realism, about oneself,61
competitive conversationalists receptivity:
and, 100,101-3 encouraging, 98-99
noticing in others, 31,33,38,56
parties, 15,84,92 reintroductions, 72
guerilla strategies for finding out rejection, 35,36-39
people's names at, 71 -72 accepting, 38-39,43
problem conversations at, fear of, 36-37
118-19 minimizing, 31,38
starting conversations at, 32-34 relationships, 13,15,16,108,111,
passive stance, 37,100-101,105 117
performances, mobile phones at, see also friendship
174-75 relaxing pose126
personal questions, 55-56 remembering names, 64-72
cultural differences and, 156 5-second strategy for, 66-68
personal space, 26,, 168-69 foreign or uncommon names, 154
physical features, 55,71 in group, 68-69
picking other person's brain,55 lasting effect of, 72
pleasing others, 101,105 listening and, 64,65,66-67
positive stance,42,62,110-11 name associations and, 67-68,
comments and, 42,191-92 70-71,72
Post, Emily, 27,35 repeating name aloud in, 66,67
praise, 191-92 resistance to change, 96
preferences.expressing, 1G5-8 respect for others, 98
privacy issues, 58-59 restating other person's points, 51,
e-mail and, 180 59,116,117
problem conversations, getting out restaurants:
of, 118-22 mobile phones in, 176
problems of friend, listening to, 120 starting conversations in, 42-43
put-downs, 192,193-94 risk taking, 35,36-39
ritual questions, 35,36,39-49,88,91
questions, 159 answering, 46
declining to answer, 56 breaking the ice with, 35,36,
to discover other person's hot 39-43
buttons, 81-84 closed and open, 43-46,55
ending problem conversations compliment or comment
with, 118,119 followed by, 36,39-43

208 Index

ritual questions (font.) five basic steps in, 35
in getting to know other person, introductions in, 37,43
48 opening lines in, 34,36,39-43
hot buttons and,8l,82,83 at parties, 32-34
iceberg statements and, 52 risk vs. rejection in, 35,36-39
in making friends, 128 seeking more information in, 35,
refusing to answer, 97 54-58
Roosevelt, Franklin D., 96 stereotyping, 100,104-5,157,
167
salespeople, 14,121,190 strangers, 15
saying no, 106,121-22 starting conversations with,
secrecy, 59,97 36-37,39-40
self-consciousness, 77 styles, see conversation styles
self-disclosure, 35,58-63,98 summarizations, 51,117
balance in, 84,87-88
four levels of,60-6l ,62-63 taboo topics, 57,155,167-69
friendship and, 126 talkative approach, 149-50
hot buttons and, 84,86 teasing, 192,193
selfishness, 1O8 telephone conversations, 132-33
sensitivity, 92,107,108 mobile phone etiquette, 172-77
shy people, 36-37,49 telling all, 61,89
silence, 190-91 thinker's pose, 24-25
situation you are in, 76-80 thinking about what to say next,
comments or questions about, 49,65,66
40-42 tone of voice, 31,32,187
skills: topics, 33,84
communication, 15-16 changing, 36,48,89-94
listening, 49-50 fishing for, 44-45,82,89
small talk, 47-48,88,128 important to you, 88-89
smffies, 181,182-83 jumping from one to another,92
smiling,21,22-23,26,31,33,35,38, negative, 57,92,120,161
43,49,52-53,66 taboo, 57,155,167-69
eye contact coupled with, 28,29 total communication, 31-32
handshake coupled with, 27,28 touch, 26-28
smiling back and, 28 see also handshakes
social events, 15,52-54,84,92 troubles, talking about, 57
see also parties trust, 59,87,96,98,186
staring, 29 friendship and, 124,126,130
starting conversations, 19-72 Twain, Mark, 152
active listening in, 35,49-54
body language and, 20-34,35 Wilde, Oscar, 190
breaking the tee in, 35-63 wishful hearing, 96-97
disclosing free information in, withholding information, 47,
35,58-63 58-59,97
easy-to-answer ritual questions overly personal questions and,
in, 35,36,39-49 56

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