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October 29, 2008
Vol. 6 Issue 44
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MIT Sloan Management Review
Publishes: "How to Have Influence"

Joseph Grenny, David Maxfield, and Andrew Shimberg's article, "How to Have Influence," is the feature article in the Fall 2008 edition the MIT Sloan Management Review.

Joseph, David, and Andrew share their latest research which shows that leaders who use four or more sources of influence in their corporate projects, plans, and initiatives are ten times more likely to succeed at changing behavior and securing results.  

Click here to access and purchase the article.

If you're interested in receiving a FREE research report detailing this study and outlining how to exponentially increase your chances of success in your next influence effort, request an advanced copy by e-mailing bmaxfield@vitalsmarts.com.

 

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Prime When You're Getting Nowhere

Sometimes it takes quite a bit to encourage others to talk openly. Maybe the topic is controversial, their stance is unpopular, or the issue is sensitive and rarely talked about in public. What if encouraging the other person to share hasn’t helped him or her speak up?

Priming is an effective tool for exploring others’ paths. Priming (adding words to the conversation, hoping others will do the same) will lead you right into their ugly stories.

Do this by taking a guess at what they might be thinking:
“Are you upset because I did something unfair? I gave the promotion to Margie and maybe you think you’re more qualified or that I didn’t do a good job of making a choice? Is that it?”

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Submit your Q&A question online to the authors of Crucial Conversations and Crucial Confrontations.

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“There's as much risk in doing nothing as in doing something.”
- Trammell Crow

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Communicating With an In-Law

[Image: Al Switzler-- Al Switzler is coauthor of the New York Times bestseller, Crucial Conversations: Tools for Talking When Stakes Are High.
  [Image: Question] Dear Crucial Skills,

I have read Crucial Conversations and greatly enjoyed it. However, I'm having difficulty knowing what to do with my mother-in-law when she makes snide remarks in group settings about me. We've had discussions before where she has blown up emotionally, and I don't want to cause a scene. Do you have any advice?

Walking on Egg Shells

  [Image: Answer] Dear Walking,

It’s easy to recognize a crucial situation when I hear one, and what you have described certainly fits the bill. My coauthors and I can identify with people like you who sometimes get stuck, don’t get the results you want, or suffer from diminished relationships. These dismal results and emotional consequences are what propelled us to find solutions in the first place. It felt crucial when we started doing the research and it feels just as crucial today.

So let me aim at your question by sharing some of the basics.

When we observed people who were very skilled at working through issues like the one you are describing—whether at home or at work—we continually noticed that the masters always started in the same place: with themselves. Thus came the skill, “Work On Me first.”

There are several core questions that help people work on themselves first. A good question to start with comes from “Master My Stories.” You’ll need to ask yourself: “Am I pretending not to notice my role in the situation?” Now I am not saying you have a role. Nor am I saying that something you have done has played a role in upsetting your mother-in-law. What I am suggesting is that it’s wise to start here.

Often, our role in the matter has more to do with what we didn’t do than what we did. For example, we didn’t speak up for months or years, we didn’t find a safe moment to describe what we saw, we are guilty of “not-so-subtle” nonverbal signals, or we avoid spending time with the person. In other words, we have failed to address anything, we have withdrawn from everything, and we are taking no responsibility in our contributing role to the crucial situation. So, ask yourself the question and if there are some steps you can take, invitations you can make, or apologies you can start, that is a good first step.

The second basic is to make sure it’s safe. Three quick bits of advice here:

1) Work on the conditions of safety. No one, including your mother-in-law, wants an audience. So make it private. Find a good time to bring up your concerns and initiate a conversation—one that’s not near a blow up or a dicey interaction.

2) Make your intentions clear. We teach this as “contrasting.” Contrasting is a statement that clarifies what you don’t mean and what you do mean. Clarify that you are not trying to be a critic. What you are trying to do is understand some actions you’ve seen from her as well as find ways to improve and, if needed, repair your relationship.

3) Check your motives to make sure that you truly are trying to understand. Often, as we walk into a conversation, the first thing to arrive is our facial expressions or subtle tone of voice—and it says: “I want to talk, but oh, by the way, I have already found you guilty.” This is not a good start. What needs to arrive first to the conversation is your good intention, accompanied by mutual purpose and mutual respect.

My last little bit of advice is don’t wing it. Practice with your spouse. Practice how you will start the conversation. Practice answering tough questions. Even practice handling “blowing up.” When things are crucial, practice is vital.

Best wishes,
Al

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RE: "Protecing Your Privacy" (October 1, 2008)

I didn’t love the answer from Al Switzler. As far as medical issues, a boss may not pry due to HIPAA rulings unless the staff person wants them to know the issues. If my boss wanted to increase my medical coverage, I’d jump for joy—millions of Americans have no coverage at all.

As far as the real estate issue, I think this shows that the boss cares about the employee and wants her to find a place with an easy commute. Maybe the boss lives nearby and knows the areas that offer the best services and are the safest; such information would be helpful. The boss does not sound like an ogre. A simple request from the staffer such as “Please, this is a matter that I must take care of myself” would suffice. I think the staff person needs to relax. The boss doesn’t have to know the staff person’s personal business, but once in a while, it is good for building relationships to have an informal chat with a supervisor.

Barbara B.

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RE: "Weighing Your Options" (October 8, 2008)

I have just finished reading your advice to "What Next" regarding the abusive behavior of a bad boss. You have given the staff a few options to deal with this situation, but no repercussions for the "bad boss." How can you condone this behavior as something the CEO and HR should not have to address and how does a boss just get to behave in such a manner while the staff remains fearful of speaking up and losing their jobs? Not one of them should be fearing for his/her job, nor should they have to remain quiet and deal. Either the boss changes his behavior or the staff should be filing for a hostile work environment.

Are you watching the news and seeing what an entire group of high powered, highly paid bosses have done to this country's finances? And now we, the constituents are going to pay for their abuses and bad behavior. I don't think dealing with the situation or finding another place to work is the answer. I think it is time for the bosses to leave and find another place to work, because we are done with bad and abusive behaviors.
 
An advocate for change

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Response from Joseph Grenny:

Dear Advocate for Change,

It seems like I did not express myself well. I’m sorry to have done so because I don’t see the problem any differently than you. Sounds like you got from my response that I don’t believe the company should suffer for their neglect, or that the boss is in the wrong. Let me be clear—the company deserves to suffer and the boss appears to be very much in the wrong. You and I see that exactly the same.
 
Here’s where you and I may see it differently. This was an employee asking me for help on how to respond. The employee and coworkers had—if I understood the situation correctly—exhausted any options with both HR and the CEO. That leaves no other options inside the company. Perhaps I should have added that if the behavior is “legally” abusive, he or she should pursue legal options after leaving the company. I endorse this kind of measure to hold the organization accountable.

In my opinion, the most profound and immediate price a company pays for its injustice and insensitivity is the loss of good employees. If it were me, I'd take option #4 which was to ensure I had a good escape plan, then confront the boss, HR, and CEO with the bad behavior and explain I will be leaving if change does not occur (meaning firing the boss or influencing change in short order). I believe this option is the most potent expression of power an employee can exert. And I believe far too few employees exert their full power in this way.

So—I think we agree on the need for a potent response. Perhaps you see other options. If you can specify them, I’d love to add them to the list as the questioner seemed very open to suggestions.

Sincerely,
Joseph

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RE: "Administering an Attitude Check" (October 15, 2008)

If I  didn’t know better I would swear this is from my old boss. I heard your message and agree with all of it. I would like to mention that in my case, I felt “labeled” with this behavior and whenever a situation arose, I became very defensive of my actions. It was horrible. 

I am no longer working there (imagine that) but have dealt with this ego crushing situation by working on myself. My friend and mentor suggested I listen to several self help books and I have been working on myself for the last eleven months with the advice found in these books. I do not have a negative label at my new job. In fact, my boss has told me I am the most positive person she knows. This self-work has changed my life professionally and personally. Today, I am able to choose to have a good day and am much happier. In addition, I am trying to get in touch with my old boss to thank her for firing me! I would not have reached my personal goals without this situation.

Kelly S.

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RE: "Memoirs of a Professional Trick-or-Treater" (October 22, 2008)

I always enjoy reading Kerrying On. You have a wonderful gift for writing in a way I can really relate to. Thank you for your "Memoirs of a Professional Trick-or-Treater." I suppose I have never really thought about how important it is that those we work with, as well as our family and friends, see us as human—someone who also makes mistakes and who can laugh at ourselves. I find it ironic that in order to fully gain the cooperation, trust, and love of those around us, we must show some vulnerability (and a sense of humor about it). Yet, when I reflect on my life experiences, it is true.

Thank you for your well-written message.  It was simple, yet deeply profound!

Cleon L.

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