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Crucial Tip |
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Using Natural Consequences
to Motivate
One of the best ways to
motivate others is to help them see the natural
consequences their actions (or inaction) may
lead to. Here are a few tips for effectively
exploring consequences with the other person
Know when to stop. Explain the consequences to
stakeholders until the other person agrees to
comply. Once he or she does, if you do continue,
it can feel like you’re piling it on.
Know when to back off. As you’re explaining the
impact on stakeholders, the other person is
often explaining his or her reasons for not
complying. As the other person talks, if it
becomes clear that the cost is truly too great,
back off. Your goal is to do what’s right, not
to win people over.
Know how to finish. After the other person has
agreed to comply, don’t leave anything to
chance. Clarify what you will do, what the other
person will do, and set clear deadlines and
follow-up times. Then follow up.
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SURVEY |
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"Untouchables" at Work
Do you work with someone who has been a
problem for a while? Think of the person
who, in spite of bad behavior or poor
performance, seems “untouchable”— no one
deals effectively with the problems he or
she presents to others. How should you deal with
this type of person?
We'd like to know your opinion.
Weigh in by taking our three-minute
survey.
Everyone who completes the
brief survey
will get access to the next part of our audio series.
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WHERE CAN I LEARN MORE? |
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Crucial Conversations
8/22-23 Chicago, IL
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More
Crucial Confrontations
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More

Crucial Conversations
8/10, 11:00-12:15 PM MT Overview
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9/14, 11:00-12:15 PM MT Overview
10/5, 11:00-12:15 PM MT Overview
10/11, 11:00-12:00 PM MT Healthy Work Environments for Healthcare
Crucial Confrontations
8/24, 11:00-12:15 PM MT Overview
9/28, 11:00-12:15 PM MT Overview
10/19, 11:00-12:15 PM MT Overview
Register today for an event by clicking on one of the links above.
For questions, contact us toll free at 1-800-449-5989.
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"It is impossible to make good decisions without infusing the entire process with an honest confrontation of the
brutal facts.”
- Jim Collins
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Bullying at Work
| About the Author |


Kerry Patterson is coauthor of the New York Times bestseller, Crucial Conversations: Tools for Talking When Stakes Are High. more
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Dear Authors,
I would like to ask
about dealing with workplace bullying, and
how middle managers handle it from the top?
New York State just adopted a bill to
address workplace bullying, which has become
the “new” harassment “just under the
waterline” methodology.
I would love to hear
from you and would offer that more of us are
experiencing it than we think.
Curious

Dear Curious,
I have to admit that
when I hear the word “bully” it makes the
hair stand up on the back of my neck. Like
many boys growing up (I was small for my
age) I faced bullying at every turn. I had
friends who didn’t take a single shower
after PE during their high school years
because bullies would snap them with wet
towels and otherwise harass them. A few
months ago a local TV station shot video of
a group of teenage boys abusing their peers
during lunch, so it appears as if the
problem hasn’t changed much. Couple this
with the recent release of the terrific book
Odd Girl Out: The Hidden Culture of
Aggression in Girls by Rachel Simmons (which
makes it clear that bullying isn’t gender
restricted), and it’s not hard to imagine how
aggressive, intimidating behavior has found
its way into the workplace.
Bullying is now
finding its way into the corporate
vernacular. As the government continues to
enforce harassment laws, many employees are
beginning to wonder if certain behaviors
that aren’t necessarily gender, race, or
belief related, but still seem highly
inappropriate, should be outlawed—or at
least prohibited at work as well. These
“under the waterline” behaviors include
actions such as making false accusations,
glaring, discounting others’ ideas, backbiting,
threatening work life quality, gossiping, constantly criticizing,
giving people the silent treatment, making
impossible demands, etc. All are examples of
not treating people with the respect they
deserve.
It’s important for leaders to make it
clear that all forms of disrespect,
dishonesty, and lack of teamwork are
unacceptable at work. Perhaps it’s time for
companies to begin talking not only about
harassment, but also about social abuse in
general—giving specific examples of
unacceptable behavior that fall under the
rubric of bullying. To get a feel for the
various forms bullying can take, search
“workplace bullying” on the Internet and
check out the Workplace Bullying Institute.
At the personal level,
if you fall prey to bullying, you have
several responses. Most of us, like the boys
who wouldn’t shower, remain silent. We
don’t want to look weak. We also don’t want
the bullies to find out that we’ve tattled
on them, only to have them increase the
intensity. When we do speak up, we tend to
talk to a friend or loved one. If pushed at
work, we may talk to HR, but that’s pretty
rare. And frankly, when it comes to subtle
behaviors such as glaring at you or giving
you the silent treatment, it’s difficult to
document the problem, so you won’t get much
help from HR (you’ll have to keep a detailed
behavioral log of times and behaviors).
With many bullying
behaviors, you’ll probably need to talk to
the other person or people directly. When
this happens, it’s time for a crucial
confrontation. When others bully you, that’s
a violated expectation. You’ll need to start
by explaining what was expected versus what
was observed. However, don’t
allow yourself to become upset before you do address the problem. Maybe others
are unaware of what they’re doing. In fact,
you’ll probably want to start with a
statement to that effect.
For example, “I’m
not sure you intended this, but in our last
meeting you laughed at two of my ideas. I
expect people to disagree sometimes, but to
me it felt as if you were making
fun of me. Is that what was going or am
missing something here?”
This beginning sentence should at least get
you to the point where you’re talking openly
about bullying and should help you get
started on the right foot.
Best of luck,
Kerry

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Accountability
By Kerry Patterson and Eric Patten
Here are a few tips for enhancing accountability skills in leaders:
1. Talk about the right things. Before you begin a crucial confrontation, think “CPR” (Content,
Pattern, Relationship).
Our natural inclination during a crucial confrontation is to talk
content—what just happened. For example, if a coworker misses a
deadline, you might ask why he or she missed the deadline. But
what if your coworker continues to miss deadlines? If it’s the
second or third offense, you should change the topic.
Instead of
talking content again (“why did you miss the deadline?”), talk
pattern (“It’s not just this one instance of missing a deadline
that has me concerned. This is the third time you’ve missed the
deadline. It’s the trend of missing deadlines that I’d like to
talk about.”).
If the
infractions continue, talk relationship (“Could we talk about
our working relationship for a moment? For some reason you have
continued to miss your deadlines. I’m beginning to feel like I
can’t rely on you anymore and that I need to start tracking
you—and I don’t want to work like this. I’m curious, what role
do you see me playing here?”)
2. Make it motivating.
If the other person is able to do what’s been asked, but has
chosen not to, don’t start with power. Using discipline and
other tactics is one of the worst ways to motivate. At some
point, it may be necessary to fall back on power; just don’t
start with it.
Instead, start
by making the invisible visible. Talk about natural consequences
that the other person cares about, both good and bad. What is
the effect of the behavior on other employees, customers, or
shareowners?
3. Make it easy.
Not all problems are due to motivation; sometimes the problem is
one of ability. Maybe our expectations aren’t realistic. Maybe
we haven’t provided the person with the right tools. Maybe the
person is constrained because of bureaucracy. Whatever the
constraints, we need to discover them and make changes. The goal
is to make it as easy as possible for the person to meet
expectations.
This, of course, is just a sample of what it takes to enhance
accountability. The good news is that these and the other skills
routinely demonstrated by top performers can be learned.
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