setting. Another word for this type of communication is "narrative."
More formally, we might reference Aristotle. Although humans have been telling stories for as long as we’ve had language, the Greeks brought story telling to a high art. Their epic heroic tales and classic tragic plays adhered to what we would now regard as classical form.
Obviously a story should have a beginning, middle, and an end. A good story should include characters with some complexity. It should have a plot that incorporates a change of fortune and then the subsequent lessons learned. And finally a story should engage the imagination so that the listener might visualize what the characters see, feel, experience, and hear.
For the purposes of business people, we are not looking to win a prize in literature. What we are interested in is how our clients and colleagues talk about what's important to them and their companies. We are interested in how the people who work in our client companies talk about what's wrong and what's right. And equally as important, our clients are
interested in how what we have to say matches up with what they think is important.
It is these kinds of stories, or what I like to think of as “narratives around the edges,” that give us the real insight into what we need to know about the people we’re trying to influence.
The key, as we will see, is in the details. It is in the details, in the little things, that we find the texture and meaning that turns a bunch of words into a story. And it is the stories that people tell themselves and others that explain and deliver their decisions.
Having thought about and told a lot of stories over the years, I would add a couple of comments to the framework laid down by Aristotle.
The first is simply this: Stories win. They are the great leveler. Humans have been telling each other stories for so long the elements of telling and hearing are deeply engrained in each of us. I have yet to meet someone who doesn’t love a good story. I have yet to meet someone who doesn’t tell stories, however