{domain:"www.qualitydigest.com",server:"169.47.211.87"} Skip to main content

User account menu
Main navigation
  • Topics
    • Customer Care
    • FDA Compliance
    • Healthcare
    • Innovation
    • Lean
    • Management
    • Metrology
    • Operations
    • Risk Management
    • Six Sigma
    • Standards
    • Statistics
    • Supply Chain
    • Sustainability
    • Training
  • Videos/Webinars
    • All videos
    • Product Demos
    • Webinars
  • Advertise
    • Advertise
    • Submit B2B Press Release
    • Write for us
  • Metrology Hub
  • Training
  • Subscribe
  • Log in
Mobile Menu
  • Home
  • Topics
    • 3D Metrology-CMSC
    • Customer Care
    • FDA Compliance
    • Healthcare
    • Innovation
    • Lean
    • Management
    • Metrology
    • Operations
    • Risk Management
    • Six Sigma
    • Standards
    • Statistics
    • Supply Chain
    • Sustainability
    • Training
  • Login / Subscribe
  • More...
    • All Features
    • All News
    • All Videos
    • Contact
    • Training

How to Have More Successful Conversations

New research offers a tool for identifying motives and goals

Knowledge at Wharton
Tue, 04/19/2022 - 12:02
  • Comment
  • RSS

Social Sharing block

  • Print
Body

Negotiating a salary increase or a job promotion ranks high on the list of hard conversations to have at work, and it doesn’t get any easier without a plan.

ADVERTISEMENT

“People think, ‘I’m just going to knock on their door, sit down with them, and noodle around and see where this goes.’ That’s not a plan,” says Maurice Schweitzer, Wharton professor of operations, information, and decisions. “You want to have a specific goal in mind. People often fail to achieve their conversational goals because they fail to identify their objectives.”

In his latest paper, Schweitzer and his co-authors introduce a framework to help people have more successful conversations by identifying and understanding the motives of each participant. The model is called the “conversational circumplex,” and it maps conversations along two key axes: informational and relational. (See image below.)

 …

Want to continue?
Log in or create a FREE account.
Enter your username or email address
Enter the password that accompanies your username.
By logging in you agree to receive communication from Quality Digest. Privacy Policy.
Create a FREE account
Forgot My Password

Add new comment

Image CAPTCHA
Enter the characters shown in the image.
Please login to comment.
      

© 2025 Quality Digest. Copyright on content held by Quality Digest or by individual authors. Contact Quality Digest for reprint information.
“Quality Digest" is a trademark owned by Quality Circle Institute Inc.

footer
  • Home
  • Print QD: 1995-2008
  • Print QD: 2008-2009
  • Videos
  • Privacy Policy
  • Write for us
footer second menu
  • Subscribe to Quality Digest
  • About Us
  • Contact Us