When preparing for a meeting, whether it’s a potential business connection or a date, it is tempting to think: what is it that I want from my counterpart? And what is it that I need to show them or tell them to get it? But presence has a funny way of surprising us, if we let her. And a simple conversation may reveal unexpected alignments and life-changing common paths ahead.

If we let her. This requires more than listening for the right cue to drop our set piece, meanwhile asking polite questions to build rapport. What shared experiences will trigger trust? Family? Geography? Similar taste in food or wine? Or a seemingly worthless but oh-so-worth-it choice of study major? There is no knowing in advance. Closeness will come in a flash, but first, there may be long, disjointed exchanges.

Often, lacking faith in the powers of genuine curiosity, we fall back on safer patterns. Let’s get to business. This is what I want. What’s your bottom line? What’s in it for you? What’s your price? The transaction might occur; the magic doesn’t. Goods, money, services, bodily fluids are exchanged: the parties can leave. But nothing new to the world has appeared. And frustration lingers.