<p>When we talked about simplified answering we focused on the exchange of information…facts, figures, details and historical events.</p>
<p>Targeted answering is a negotiating muscle for when there are multiple parties discussing something, each from their own perspectives. A department heads meeting would be a good example.</p>
<p>Just as we identified and isolated compartments of information to answer factual questions, we are now going to identify and isolate our target audiences. Each party may be an individual or a number of people representing the same position. Each party with its own perspective or goal is one specific target audience.</p>
<p>So in the room we may have 10 or 12 people, but only four or five target audiences. When we identify and isolate our audiences, we also prioritize them in terms of importance to us.</p>
<p>This is where the negotiations chess game begins. Whenever we comment, or present opinions, we target our answers or statements to our most important audience. Of course we want to do this without alienating the other parties in the room.</p>
<p>But that really isn&rsquo;t so hard. Remember, facts do not alienate. Opinions, positions, ambitions, emotions, goals and needs might alienate because they all reflect values…but facts do not alienate.</p>
<p>So let&rsquo;s create our first scenario. We are going to be one of several presenters to department heads of our corporation. We have in the large corporate boardroom:</p>
<table style="height: 161px; width: 787.5px;">
<tbody>
<tr style="height: 128px;">
<td style="width: 396px; height: 128px;">
<ul>
<li>The Director of Finance&nbsp;</li>
<li>The Director of Sales</li>
<li>The Director of Public Relations</li>
<li>The Director of Stakeholder Relations</li>
<li>Corporate General Counsel</li>
</ul>
</td>
<td style="width: 373.5px; height: 128px;">
<ul>
<li>The Director of Operations</li>
<li>The Director of Customer Service</li>
<li>The Director of Investment</li>
<li>The Director of Regulatory Affairs</li>
<li>The Director of Transportation</li>
</ul>
</td>
</tr>
</tbody>
</table>
<p>There are a few people whom we don&rsquo;t know, including two or three people we think are other vice presidents, but we&rsquo;re not sure from what departments. These other two or three people keep casually leaving and re-entering the room.</p>
<p>At the back is also a huge credenza. On it is an impressive tray of pastries, as well as a very large coffee urn. The scene is set and we are almost ready to go.&nbsp;</p>