There is a piece of wisdom that every besieged politician knows. When you start to explain or to apologize the sharks smell blood and their attacks become more ferocious. If you can brave the situation, the danger may pass, and you will have escaped, relatively unscathed, suggest proponents of the dummy-up school of diplomacy. Every lawyer worth his salt will warn clients about the dangers of making statements, especially disclosures and admissions, that are against their interests. Say the wrong thing, thinking you're helping your cause, and you'll almost always pay for this impulse. Salespeople are warned to KISS: to keep it simple, stupid. Famous for over talking and putting their feet in their mouths, sellers are wise to make their conversations as pithy as possible. Negotiators try to keep their real positions and limitations close to the vest. An imprudent disclosure will surely be exploited by the hungry person on the other side of the table. Perhaps the only place in which over-talking is esteemed is in the arena of interpersonal relationship building. There is a positive correlation, according to communication scientists, between how much we disclose about ourselves and the development of trust and friendship. But in business and other serious situations, less is more. Enough said? |
