Read the Room Before You Rebut
Use LAARC to choose an opening response that lowers defensiveness and preserves the decision conversation.
Mara has one sentence before the room decides whether she is defending herself or diagnosing the risk. The COO says, "This will make Sales miss the quarter." What should Mara say first? I hear the quarter-risk concern. The strongest version is that unclear exceptions could slow active deals. Is your worry deal velocity, rep confidence, or approval path? Strong. It uses LAARC: listen and acknowledge, steelman the risk, then assess before responding. It also reframes the pushback from verdict to condition. The model already accounts for Sales impact, so let me show you the sensitivity tab. Too fast. The data…
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