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<b><i> Media & Communications:</i></b> Communicating Effectively to Both Genders

By John Hellerman and Cari Brunelle

What you say isn't as important as what is heard.

Let us explain what we mean by way of example. The partners of a real estate boutique, nearly evenly split with 16 women and 14 men, gather for an urgent meeting called by their chairman, a respected mentor to many of them and a pillar of the commercial real estate community. Suffice it to say, after a storied career, he knows how to close a deal. But today he's haggard after a week of plane rides. He stands at the head of the conference table and proceeds to explain the details of a proposed merger with a competing firm. He's done this before over the years and, perhaps feeling somewhat entitled, he keeps his case for the merger short, laying out only the bare facts that support the union, focusing on the large salary increases the partners could expect to receive. When he's done, he gruffly brushes off a few cursory questions and calls for an immediate vote.

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