Muhammad Ali was famous for the “rope-a-dope,” a technique he used to beat defeat George Foreman and regain the heavyweight boxing title. What Ali did was stand on the ropes and let Foreman pound away for more than seven rounds. Foreman eventually wore down, and Ali went on the attack, knocking Foreman out in the eighth round. The strategy was effective because of his patience and ability to absorb as many punches as it required for Foreman to tire.
A business-version of this strategy can also be very effective.
Everyone works with people who like to talk first, talk second, and then talk some more. Maybe then they’re willing to let somebody else talk. While it’s tempting to dive in early on to interrupt and get your points across, doing so often makes them even more resolute about talking.
If you have the patience and the mental fortitude, consider letting them talk themselves out. The strategy provides an opportunity to more fully understand what’s on their mind, look for gaps and contradictions, even ask questions, and then go for the last word. It’s not applicable all the time, but it often can work to your advantage.
So go ahead and comment; it’s your turn. I promise I’m listening!
Date published: 11/7/08