Connecting to People in Business Relationships


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Building Business Relationships

Connecting to People in Business

The Universal Principles Checklist

Do you have trouble knowing what to say in meetings?

In one on ones? In business calls? Some of this may be due to the fact that business relationships are typically reserved and careful.

Personality Theorist Steven Paglierani discusses how the Six Universal Principles of Connecting in Business can help you to develop, monitor, and maintain better business relationships.

The following checklist is an excellent tool with which to evaluate and monitor your business relationships. This list is based on the Emergence Personality Theory's Six Universal Principles of Connecting in Business.

Please note, in order to benefit from this check list, you must be mentally present and able to picture each line. No internal pictures, no real benefits. Moreover, this hold true even is you can quote back the entire text line by line.

In other words, just as parroted sales pitches are the fastest way to kill a sale, attempts to parrot learning is the fastest way to miss the benefit in any kind of learning.

The point? Give yourself time for each line to sink in. And try to find a personal story for each and every check point. Only then can you claim to have heard what has been said. Only then will your business relationships become what you and your clients deserve; the best you can be.

the First Principle: ARRIVING

  • Are you in the room? Have you arrived?
  • Are your clients in the room as well?
  • If you have not yet arrived, you must get there.
  • If they have not, they must also arrive.
  • The power of Mutual Dialogue is enormous. Mutual Dialogue exists only while you both arrive.
  • Use Mutual Dialogue to gain unlimited access to the Universal Library of Information.
  • Explore with your clients this Universal Library of Information to find relevant financial wisdom.


  • I have read countless books over the years gone by. However, I can not remember much of the type on all the pages of the book I just set down. Yet, I can recall a life experience vividly from many years ago. This experience reveals the essence of this principle: If you can not picture it, you have not learnt it.
  • Please remember, this same idea holds true for your clients as well. Helping them to picture your financial wisdom creates the stage on which Mutual Dialogue continues to occur.

the Third Principle: CONTAINERS

  • When delivering information, do I ever cause the person I am talking to, to overflow?
  • Do I learn the size of the each person's container at my meetings?
  • Do I use this knowledge to help us both to remain in Mutual Dialogue?
  • If I could clearly see the person's dimensions, would I ever waste my time or theirs?
  • Do I know and remain aware of the dimensions of my own container?

the Fourth Principle: UNIVERSAL INVESTING

  • I need to satisfy two factors in each and every situation.
  • Simply stated, it must work for the head and the heart.
  • Whenever one of the factors is satisfied without the other there will always be an unwanted and unnecessary complication.


  • Can I ever satisfy my quest for the perfect solution to the task at hand? If I think I have the answer, would another opinion shed an alternate proposal?
  • Would the consultation with another source add additional information that quite possibly I did not uncover ?
  • Would this new information adjust the outcome of my plan?
  • Would this information prevent me from actually beginning my plan?
  • Can I compare the search for Financial Planning information on the Internet to taking a drink of cold water from a fire hose?
  • Do I need to have all the information?

the Sixth Principle: AUGMENT DON'T COMPETE

  • I may have the exact same components of a competitor, yet I should never discard those original features.
  • Do I believe I should seek to learn just how I can enhance the situation without making any major changes to the original item?

Finally, remember, in order for something to be a Universal Principle, it must always be true and always be the opposite of a Universal Problem.

Steven Paglierani is a writer, teacher, personality theorist, and therapist whose work on learning and human consciousness is read weekly by thousands all over the world. He is the author of Emergence Personality Theory, and his mission is to make the world better for children by restoring and deepening their love of learning.


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