Controlling a conversation isn’t about knowing what another person will say exactly. Instead, it’s about being able to make a pretty good guess as to how they may respond to the ways in which you guide a conversation. In other words, you’re not so much controlling a conversation, but guiding it with the words you choose and the questions you ask and statements you make.

I call this method of controlling conversations “chunking” and it’s highly beneficial in the workplace. Chunking is all about how we group information together. When you chunk information UP, it becomes more abstract and thematic. When you chunk information DOWN, it becomes more specific and granular. Chunking down helps you uncover details and get specifics you need from people. Chunking up brings people together under a common theme.

If you would like to read more on conversations, click here.