Successful Partners Need Communication Skills
by Dorene Lehavi, Ph.D.
This article appeared in the Los Angeles Daily Journal - August 14, 2001

Law firms often succeed or fail because of the relationship among the partners. A partner with good communication skills will be successful in building effective relationships and successful interaction among the practice groups. Unfortunately, however, his or her training as a lawyer is often not conducive to such communication since lawyers are trained to listen for or against what is being said in order to advocate a position. A different approach, however, is needed when the goal is not to win but to collaborate and cooperate with others.

These are some ideas that will help partners make the transition from client advocate to team player:

• Change your mind set from win-lose to win-win. Think in terms of shared goals, mutual respect teamwork, accommodation and compromise.
• Suspend the habit of judging what is being said. Just listen. Quiet your mind and focus on hearing what is being said without thinking about your next comeback.
• Actively participate by giving positive feedback. State your understanding of what you are hearing, and ask questions when things are not clear.
• Be open to options. Get rid of the idea that you must know everything and always be right. Remember that there is always more than one way to do things. Find ways to synthesize your perspective with those of others.
• Conduct brainstorming sessions in which all ideas are received without criticism, no matter how absurd they initially sound. Get feedback from everyone on the options before one is chosen.
• Keep the goal of the meeting in mind and do not get sidetracked by ego trips, turf issues or personalities.
• Handle disagreements graciously, without being critical of anyone.
• Keep meeting discussions confidential. Do not gossip later about who said what to whom.
• Endorse the final plan even if it was not your idea that was adopted.
• Follow through with commitments in a timely manner.

Remember that active listening is a worthwhile goal and that your ability to listen well will improve with practice. It takes a concerted effort and a lot of practice to change one's listening habits.

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