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| Drawing by Shirley Deane/Midyett |
By Victor L. Midyett
Breakdowns in an interaction, communication, or negotiation can break down for reasons having nothing to do with “here and now.” A salesman walks into the sales manager’s office with a business problem to discuss.
The sales person begins by explaining the problem in his normal speaking voice while the manager listens. As they to and fro about different aspects of the problem, the salesman becomes frustrated and, wishing to avoid speaking louder, unknowingly raises only the pitch of his voice to try to get his point across.
