In this video clip, Director of the Office of Management and Budget Sylvia Burwell is testifying before the Senate Committee on the Budget. She is being questioned by Senator Jeff Sessions (R-Alabama) about the proposed spending for the implementation of the Affordable Care Act, at levels above those previously enacted. Those increases are offset by savings elsewhere, called "pay-fors" in Washington argot. Although this is common practice, Sen. Sessions isn't interested in that explanation. He wants the witness to say simply that the administration is proposing additional spending, without mentioning the pay-fors. That would enable him to claim that the administration is raising spending, contrary to the facts in evidence. Director Burwell uses a variety of techniques to avoid such a statement, probably because she is aware that the video of such a statement could be used by partisan news outlets, out of context, as proof that the administration is burdening taxpayers. The stakes are high. Perhaps that's why the Senator repeatedly pursues the Director, with apparent hostility and growing irritation, even employing condescension and, some would say, sexist remarks to fluster the witness.
Rarely are such tactics used so blatantly in business meetings. But Director Burwell here provides a model of aplomb, and many examples of circumventing demands for "a simple yes or no." Video excerpt by C-SPAN hosted by YouTube. View her entire testimony at C-SPAN.org.
You're in a meeting. Because you have special expertise, your role is consultative. The agenda includes an important decision about releasing a product that has some unfortunate defects. Some favor release (call them Fs), and some oppose release (call them Os). You know that your opinion will be helpful to the Os, and unhelpful to the Fs.
One of the Fs asks, "In your modeling studies, didn't you find that revenue during the first six quarters would far exceed the cost of product liability litigation?"
You begin to reply, "Well, in the first six quarters following release, …"
The questioner interrupts you. "That was a yes-or-no question."
Now, the truth is that in the first six quarters following release, your models do project revenue far greater than the cost of litigation, but you don't want to answer "Yes." Time delays between actual sales and the filing of lawsuits cause litigation costs to lag sales significantly. Another factor introducing still more lag is that consumer injury incidents happen only after the product is used for a time. Moreover, the news of the lawsuits can, over time, affect revenue for the company's other products, even though they're defect-free. And then there are the inevitable product recalls. All told, over the first five years after release, your models project severe financial difficulties for the company.
But you can't figure out how to fit all that into a yes-or-no response, especially when the right answer to the question as asked is "yes," which would be extremely misleading.
This is just an example. What can you do when someone uses the yes-or-no trap?
- Recognize the effects of restricting the response
- Restricting the response almost inevitably limits your ability to convey a true impression of the situation. Distorting your response is often the intent of the questioner, but other intentions are also possible. For example, the questioner might be relatively ignorant of the finer points of the issue, and might be reluctant to have that ignorance revealed.
- In any case, Because restricting your answers to
"Yes" or "No" generally degrades the
quality of your response, acting to
evade the restriction is usually
helpful to the organizationbecause requiring a yes-or-no response generally degrades the quality of the response, acting to evade the restriction is usually helpful to the organization.
- Call it
- One way to respond to the yes-or-no trap, before the questioner insists explicitly on a yes-or-no response, is to acknowledge the trap, and then decline politely to step into it. For example, "I understand that you want a yes or a no answer, and I could provide one, but it would be misleading to do so, and I'm sure you don't want that." Then pause.
- Few questioners would then say, "Go ahead and mislead me." When you get the "please continue," you can provide a more complete response.
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More articles on Effective Communication at Work:
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to a few, examine their strengths and risks, and make a choice. In our deliberations, some advocates
use a technique called the Straw Man fallacy. It threatens the soundness of the decision, and its use
is very common.
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- Participating in or managing a virtual team presents special communications challenges. Here's Part
III of some guidelines for communicating with members of virtual teams.
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- Changing the Subject: II
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- How to Listen to Someone Who's Dead Wrong
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Forthcoming issues of Point Lookout
- Coming August 22: Dealing with Credit Appropriation
- Very little is more frustrating than having someone else claim credit for the work you do. Worse, sometimes they blame you if they get into trouble after misusing your results. Here are three tips for dealing with credit appropriation. Available here and by RSS on August 22.
- And on August 29: Please Reassure Them
- When things go wildly wrong, someone is usually designated to investigate and assess the probability of further trouble. That role can be risky. Here are three guidelines for protecting yourself if that role falls to you. Available here and by RSS on August 29.
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- The Power Affect: How We Express Our Personal Power
- Many people who possess real organizational power have a characteristic demeanor. It's the way they project their presence. I call this the power affect. Some people — call them power pretenders — adopt the power affect well before they attain significant organizational power. Unfortunately for their colleagues, and for their organizations, power pretenders can attain organizational power out of proportion to their merit or abilities. Understanding the power affect is therefore important for anyone who aims to attain power, or anyone who works with power pretenders. Read more about this program.