Category Archives: Influencer

Influencer QA

What To Do When Coworkers Monopolize Your Meetings

Dear David,

I work at a university where there is significant group work in the form of meetings or committees. In some of these meetings, a few people have a significant and vocal opinion about every agenda item. Every single one, every single time. I’ve noticed that these opinionated individuals speak to the point of soap boxing. Those of us who are indifferent or aren’t as vocal have grown tired of waiting our turn and check out of the meeting. It feels rather unproductive and pointless to hold a meeting since these gatherings are no longer about hearing from everyone but about hearing from the vocal minority. In addition, it has become an unsafe environment to voice a dissenting opinion—creating a lot of tension. What suggestions would you have to break up this meeting monopoly?

Sincerely,
Exasperated

Dear Exasperated,

I think we can all relate to your situation: sitting in endless meetings that accomplish little other than destroying participants’ motivation and morale. And certain kinds of environments foster the worst kinds of meetings where people act as if they were at a debating society or a congressional committee meeting. The good news is that fixing meetings is relatively straightforward. I’ll suggest a few actions for getting started.

Take ownership for the meeting.
One thing I’ve noticed about bad meetings is that everyone hates them, but few take responsibility for their failures. Begin by recognizing that your acceptance of bad norms reinforces those very norms. Change this situation by meeting with the meeting leader and suggesting the changes I’m going to recommend—as well as any other changes you believe would help. Don’t blame the leader for the bad meetings. You are all responsible and must all work together to create new norms.

Name the problems and create ground rules.
Create a list of the problem behaviors that derail your current meetings. Be prepared to describe the impacts these behaviors have on decisions, wasted time, and morale. And think about a small number of ground rules that would prevent these problem behaviors. Try to limit the ground rules to five or less.

Schedule a special meeting or agenda item to discuss these problem behaviors and proposed ground rules. Use this meeting to model the ground rules you’d like to see adopted. Your goal is to get buy-in for testing the ground rules. Post a sign that labels the problem behaviors and the ground rules. Be open to changing the ground rules as you see which of them work and which don’t.

Example: “One of our problems is a lack of balance in participation. Some people tend to dominate, while others don’t say anything. As a ground rule, let’s limit comments to two minutes and check in with people who haven’t spoken up.”

Use an agenda with topics and time limits.
Every meeting participant should receive an agenda at least a day in advance. This is especially important when you have introverts and others who prefer to prepare in advance, rather than speak off the cuff. In addition to beginning and ending times, the agenda should have time estimates for each topic. Participants and the meeting leader must then use these time limits to manage time during the meeting.

Example: A meeting participant says, “We only have 10 minutes left on this item. We haven’t heard from Suzy and John. Why don’t we get their perspective and then move on.”

Decide how to decide.
Many of the problems I’ve seen in meetings stem from confusion over what participants are being asked to provide. Often, there is misunderstanding over who owns the decision rights. Are team members being asked for their input, or does the team have the authority to make the decision? If they do own the decision, how do they decide among options?

Make the decision process clear for each topic on the agenda. The main alternatives are:

  • Command: The decision has already been made and the team is being informed about it. Often the decision maker wants the team’s help in implementing the decision.
  • Consult: Team members are being asked for their input. They may help to identify and evaluate options, but they won’t be making the actual decision.
  • Vote: The team is making the decision and is voting to decide among options. Voting favors efficiency over dialogue, so it only works when all team members feel they can support whichever option wins. In my experience, voting is rarely used.
  • Consensus: Talk until everyone honestly agrees to one decision. Consensus is appropriate only when dealing with a.) High-stakes and complex issues, or b.) Issues where everyone must support the final choice.

Example: The participant who has a particular topic on the agenda says, “This is a consult. I want your input on . . . ”

Hold each other accountable. Don’t rely exclusively on the meeting leader to keep the meeting on track. Participants need to speak up when they see problem behaviors and to remind others of the ground rules.

Example: “John, we’ve heard from you already. Let’s stick to the two-minute rule and see what others might add. If there’s time, we can come back to you.”

Tips on stopping soapboxing.
I’m guilty of this myself. I enjoy thinking on my feet and I talk when I’m thinking through an idea. I don’t mean to dominate. Not really.

Here are some tips to stop people like me from doing all the talking.

  • Take notes on a white board or flip chart. Document the person’s point, and then stop them from repeating him or herself. Paraphrasing can serve this same purpose, but isn’t as effective as writing down what the person has said.
  • Give everyone two-minutes of silence to think about, and write down, their ideas on a topic.
  • Use a two-minute speaking rule to force people to be concise.
  • After the person has spoken, have several others give their input before allowing the first person to speak again.
  • Ask the person to provide further input after the meeting, perhaps in writing.

This is a topic that is familiar to many readers. Can everyone pitch in to help by sharing your best tips for keeping meetings effective, efficient, and on track? To share your best meeting tips, comment below.

Best of luck in getting your meetings back on track.

Sincerely,
David

Influencer QA

How to Help Your Child Change His Behavior

Dear Joseph,

For the past four years, my son has been training in martial arts and loves it. In the past few months, he has gotten called twice on his “bullying” behavior. The instructor has told us that if there is one more instance of bullying, he will not be allowed back. We don’t want to diminish the importance of respectful behavior or sound like we don’t think this is important. However, we think the instructor sees our son as a “bully” and not as a person who lacks skills and needs training. We want people in his life who will hold him to a high standard—something he can’t get if the answer is just to kick him out.

We are having crucial conversations with our son. He understands why his actions were perceived negatively even though that wasn’t his intention. He wants to keep trying. How do we help the instructor see that our son needs skills and not expulsion?

Signed,
Expelled

Dear Expelled,

I’ve got a few thoughts for you. Please understand that I am limited to only the information you have shared and may draw some erroneous conclusions. However, my intent is to be helpful—both through encouragement and challenge.

First, I’m going to make an assumption that a martial arts instructor would not use the term “bullying” if the behavior was subtle. I’ll assume it involved physical aggression of some sort. I’ll also assume the class is relatively small—as most martial arts classes are. You say he has been called out twice for the behavior. If it is a small class that would mean most of the kids would likely have witnessed the behavior on both occasions.

  • 1. Consider Others. I would encourage you to care as much about the other students as you do about your son. Given that the bulk of your note argued for the interests of your son, I worry that you have given less thought to the feelings of the other students and parents who are affected by your son’s behavior. The martial arts instructor has clearly attempted to consider both—otherwise he would have expelled your son after the first instance. He is exposing the other students to the bullying behavior for a third time. You will have little influence with the instructor if your sole interest is the prerogative of your son and not the psychological and physical safety of the rest of the class. I am not suggesting that expulsion is the only right answer. I am simply suggesting that if you want others to care about your interests, you must be willing to commit to securing theirs.
  • 2. Think about what you really want. You seem very focused on ensuring your son does not get kicked out of class. Is that what you really want? Is this about helping him learn about life and consequences or staying in a specific martial arts class? You state that hurting others was “not his intention.” You may be right—but life is not about intentions, it is about actions. And if his actions hurt others, life is about accepting consequences. It could be that the best life lesson to help him become a compassionate and responsible man is for him to lose this opportunity. Are you willing to consider that? If not, then your motives might not be what you think they are.
  • 3. Let him own his own problems. Once again, if your goal is to help him become compassionate and responsible, I suggest you stop trying to solve this problem for him and let him solve it for himself. Having been a martial arts instructor myself, I can tell you I would be far more impressed with a remorseful student asking me how he can regain my trust than with a persistent parent pleading that I overlook his threatening behavior. The best way to help him increase his empathy skills is to let him connect personally with those he has wronged—both the teacher and the other students. Don’t rob him of this growth opportunity by trying to engineer an easy outcome.

I can tell you care deeply about your son. Nothing is more difficult or uncertain in life than determining how best to influence another human being. I wish you the best as you make this important decision.

Sincerely,
Joseph

Influencer QA

What Should We Do and How Do We Get Everyone To Do It?

Dear David,

How does the Influencer model relate to processes such as: PDCA/DMAIC Cycles, Quality Circles, Statistical Process Control, Continuous Improvement/Kaizen, Lean/Six Sigma, and other Quality-Related approaches to Process Improvement?

Signed,
Curious

Dear Curious,

Welcome to the history of the Quality Movement! I’ve been lucky enough to work with many of the organizations at the forefront of this movement—Toyota, Ford, Mazda, Motorola, Xerox, and others—since the late 70s. My work has been mostly related to interpersonal skills, but it turns out these processes are also integral to quality improvement.

I think these processes help teams answer two important questions:

1. What should we do?
2. How do we get everyone to do it?

The first question focuses on process improvement; the second on influence.

PDCA/DMAIC Cycles: For those not already “in the know,” these initials stand for:

• PDCA = Plan, Do, Check, Act
• DMAIC = Define, Measure, Analyze, Improve, and Control

These processes are pretty similar. Each suggests a logical order to performance improvement initiatives, and each is intended to describe ongoing, continuous cycles of improvement. If you follow the steps in order, you should arrive at the answer to “What should we do?”

Quality Circles: Quality Circles were an early attempt to add Influence to the PDCA/DMAIC processes. The idea was to involve the people who were doing the work. If they were the ones who came up with the improvement idea, then they’d be more committed to “getting everyone to do it.”

These quality circles became the management fad of the early 80’s. Unfortunately, they were often imported into autocratic cultures that weren’t open to employees’ ideas, and so backfired.

Statistical Process Control (SPC): This is the approach that helped Japan conquer automobile manufacturing in the 90s. SPC focuses on how stable, predictable, and uniform a process can be and shows teams how to measure their consistency.

Before SPC, teams would achieve quality specs by producing 100 fuel injectors, and then throwing out the 20 that were out of spec. With SPC, teams could figure out how to make all 100 fit within the specs.

However, SPC required more arithmetic and math than many front-line employees would tolerate. SPC is great at answering, “What should we do?” but its use is often limited because it’s so hard to “Get everyone to do it.”

Kaizen, Lean, and Six Sigma: These three approaches are the basis for most quality programs today. Each tries to answer our first question, “What should we do?”

  • Kaizen focuses on short-term, small-scale improvement projects. It is often used at a team or even individual task level. The tools it employs are fairly simple and low cost: process mapping and cause-and-effect diagrams.
  • Lean focuses on intermediate-term, larger scale projects. These projects often span functions and departments, and include a wider variety of outcomes—quality, waste, speed, etc. It employs more tools and more sophisticated tools: visual controls, kanban, pull systems, etc.
  • Six Sigma focuses on long-term, large-scale, and complex projects. These projects involve multiple stakeholders, complex variables, and multiple outcomes. It employs the largest number, variety, and sophisticated tools: statistical tools, value-stream mapping, and a host of others.

Influencer: When we created the Influencer model, we began with the second question: “How do we get everyone to do it?” Presupposing that the quality team had already discovered what the “it” was. For example, it doesn’t take a lot of sophisticated quality tools to discover that hand washing is important in a hospital. But it often takes Influencer, with its Six Sources of Influence™, to get people to do it.

This emphasis makes Influencer the perfect complement to many process improvement initiatives. Teams use Kaizen, Lean, or Six Sigma tools to find better processes and then use Influencer to motivate and enable their adoption.

The greatest overlap between Influencer and process improvement is in two areas: Vital Behaviors and Structural Ability. Influencer focuses on the few Vital Behaviors that drive Results. Often, we use quality tools, such as process-flow maps, to find them. In addition, we use Kaizen, Lean, and Six Sigma to change the environment to make the Vital Behaviors easier and more likely.

I hope this helps. Many, if not most, of our customers use a variety of process-improvement systems. And they find that Crucial Conversations, Crucial Accountability, and Influencer play a role in furthering their success.

Best,
David

Influencer QA

Working with a Know-it-All

Dear Steve,

As a nurse, I am responsible for precepting our new hires. In most cases, experienced nurses come to my unit and my job is to help them learn the policies and procedures unique to our unit and the hospital. The most difficult challenge is the “know-it-all” who is impossible to teach. We avoid these people in our personal life and regard them as arrogant, but how do I deal with someone with an unteachable attitude at work?

Signed,
Preceptor
Dear Preceptor,

Braggart, smarty pants, windbag, egoist—however you refer to this category of people, it still doesn’t change the fact that “No ones likes a know-it-all!” (one of my mom’s favorite sayings—just second to the all-time favorite, “Stop crying or I’ll give you something to cry about!”).

Most people figure they’ll just have to grin and bear the time they’re required to spend working with a know-it all. Or, when patience finally wears thin, they try to “help” the person see the impacts of their know-it-all ways. And while either the “grin and bear it” or “put them in their place” approaches might work in a social setting, at work, you can’t simply choose to avoid these folks. It’s your job to work with them—especially in your case.

My best advice to you is to change the way you go about trying to change these new nurse’s minds.

Typically, when we have information we want to impart, our preferred method is tell, followed by tell, and then we end up with, well . . . more telling. You get the point. Instead of starting and ending with tell, try to create an experience that will help them change their own minds. Here’s what I mean.

I asked my good friend, Jamie, who’s responsible for precepting new hires at Med/Surg Psych Forensics Unit if he’d ever been assigned to train a know-it-all, and if so, what he did. “Of course,” he responded, “I had one a little while ago. She was the toughest I’ve dealt with yet.”

She came to her new unit pre-stocked with all the knowledge, expertise, and information she needed for this new unit—at least that’s what she believed. He explained she had ten years of experience as a NICU nurse and was about fifteen years older than him. She spent a significant amount of time making sure he knew she was at least twenty years beyond him in practical experience, common sense, and all around skill.

Two very long days into a two-week precepting process and she was already discounting and ignoring almost everything Jamie had to offer. And that’s when he got smart. Instead of trying to verbally convince her he had something of value to offer, he decided to let her “solo” on a tricky, but non-life-threatening task.

She floundered. He made some suggestions and, finally, she listened. This direct experience was the catalyst to her asking questions and paying more attention rather than trying to prove she already knew it all. Jamie had no more need to convince or compel. His trainee understood there were things she’d need to know and learn to do well in her new position. In a very short period of time, she ended up changing her own mind.

Now, what made this work? When Jamie switched from telling to getting this new nurse to participate in a task that required knowledge she didn’t currently have, he created a direct experience for the new hire. People usually dismiss attempts at verbal persuasion but can’t so readily dismiss things they’ve experienced firsthand. These direct experiences are both more memorable and more meaningful.

So, what does this mean for you? Try precepting up front. Shift from a theoretical description of their role to a practical one. Instead of waiting for some type of direct experience to present itself, design a process so that one of the very first, if not the first, activities you engage in are direct experiences. I’m talking about simulations or actual tasks that represent the typical types of situations a nurse will encounter in your unit. It will allow you to see what skills they are bringing to your area so you will have a better sense of how to customize their overall precepting experience. It will also provide a great direct experience for the new hire to get a sense of how different your area is and where they’ll need to focus.

I think you’ll find that as you try to incorporate this idea, you’ll come to appreciate the Chinese Proverb which counsels: Tell me and I forget, teach me and I may remember, involve me and I learn.

Best of Luck,
Steve

Influencer QA

How to Connect with an Aging Parent

Dear David,

My husband struggles with how to engage in conversation with his mother. Mom doesn’t get out much and spends a lot of time with what we consider negative news. When we are together, she shares her opinions as facts. Often sweeping generalizations, “Kids today don’t learn anything in school,” or, “No one . . . ” or, “All those people . . . “. He has tried to gently engage, “Interesting that you think that. What I’ve seen for my kids is they are working very hard and learning a lot in school.” She’ll say something like, “Well of course I don’t mean YOUR kids. But all the other ones who don’t have parents who care . . . ” If he disagrees with her, she acts personally attacked, and as if he doesn’t love her.

My husband has tried being silent and not engaging, but fears he is seen as agreeing and therefore contributing to stereotyping and prejudice in our society. He has tried to bring it up, “When you state your opinions so strongly, I don’t know how to share a different opinion without you feeling hurt that I disagree,” but without luck. Please help!

Signed,
Sidelined by Mom

Dear Sidelined,

What a sad question! Hurt feelings in families are especially painful. And yet, when you hear a loved one make an offensive comment, you don’t want your silence to endorse it. In Crucial Conversations we teach how to disagree in the moment without hurting feelings, but I want to draw on our book, Influencer, to take a longer-term view.

I think the fundamental problem to solve is that mom doesn’t get out much, but wants to contribute to your conversations. I don’t know her so I’m going to imagine she is a bit like my mother or my wife’s mother when they were in their 70’s and 80’s.

Your Data Stream Determines Your Mental Agenda.
As my mom entered her 70’s and 80’s, she retired from being a math professor, health problems kept her mostly indoors, she stopped driving, and she moved away from friends to be close to family. This meant that her world shrank into a fairly small bubble. Is this the same for your mom?

Imagine her small world. Where does she get her information? She probably watches a fair amount of television, mostly cable news with a sprinkling of a few favorite shows. Her friends are probably a lot like her, similar in age and TV viewing habits. As a result, her data stream is limited and repetitive. And it’s likely to be skewed towards the negative, because that’s what’s considered newsworthy.

Mom is Still Mom. A mom’s role in the family is a sacred one, and your mom should never give it up. A part of that role is to give advice, share opinions, and protect you from the world out there. I believe that is what she is doing when she makes her “sweeping generalizations.”

Conversations Stall Out. Does the following happen? You and your husband are with mom making conversation. You hit on a topic where she thinks she can contribute, because she heard about it on TV. But, when she speaks up, her comment strikes you as a negative opinion, not a fact. You either go silent or speak up to disagree. The conversation dies and mom feels hurt.

If this is what’s happening, then the question shouldn’t be, “What can I say in the moment?” but, “What can I do to broaden mom’s data stream and deepen our relationship?” Here are a few strategies that worked for my wife and me.

Include Her in Your Data Stream. My wife and I got some excellent advice from a friend. She told us, “When your mom gets into her 70’s, you need to call her every day.” We took that advice and it made a world of difference. It gave us personal topics to talk about, topics that were more important to us than whatever the latest news might be. Weekly calls don’t give mom enough context to contribute, but daily calls make her a part of your life.

We also began taking more photos. We’d send our mom two or three photos a day, just to let her know what we were up to. Then, when we talked at the end of the day, mom could comment on the photos and feel as if she were with us.

Think of ways to connect on a daily basis and to give her more details about your goings on. This will give you more positive and personal topics to discuss.

Create Common Experiences. My mom was a reader, so we started a book club with her—just me, my wife, and my mom. We quickly learned what she liked: John McPhee was an early favorite. As she grew older, we moved to shorter essays and stories. Tove Jansson’s, The Summer Book, and Bern Heinrich’s, One Wild Bird at a Time, became our new favorites. Once again, our goal was to create common experiences and shared experiences that gave us more to discuss than the weather, current events, and politics.

My wife’s mom loved music, so we started watching TV music shows together. This was a bit awkward since we lived three states apart. But the three of us became fans of American Idol, The Voice, and Dancing With The Stars. My wife would call her mom just before the show began to awaken her and make sure her TV was tuned to the right channel. Then, we’d call during commercial breaks to get her opinions on the performances, judges, and competitors. Again, our goal was to have shared experiences that were more relevant and personal than the weather, current events, or politics.

A last piece of advice is to ask mom about herself. Moms have so much history and wisdom to share. Below are a few questions I’ve pulled off the Internet. My wife and I tried some of these with our moms. They can stimulate some rich conversations, but not all of them work with every mom and you may need some patience to get the conversation going.

• How did you meet Dad and how did you know he was “The One”?
• What’s one thing you wish you did differently before you got married or had kids?
• What question do you wish you could ask your mom?
• What’s the hardest thing about being a mom? What’s the best thing?
• What was your dream job when you were younger?
• How many jobs have you had in your life? What did you learn from them?
• Who was your favorite person to spend time with when you were a teenager? Why?
• What kind of car did you learn to drive in? Who taught you?

I hope these ideas help you find more common ground with your aging mother and create common shared experiences that can generate positive conversation. I believe you are seeking for that kind of rich relationship that will benefit you both and I hope you can find it.

Best of Luck,
David

Influencer QA

Advice for the Parents of the Marshmallow Eaters

Dear David,

I think many are familiar with the Marshmallow experiment to demonstrate the benefits of delayed rewards. Is there any corollary data that demonstrates that those challenged with delaying rewards (i.e. those who ate the marshmallow) also struggled with avoiding penalties? In other words, do those so inclined ALSO engage in little behaviors to avoid consequences? I think of my daughter who is a marshmallow eater (unlike her brother who would wait). She also would lie a little to cover up a small infraction. But the lie eventually grows to become something with much bigger consequences. The son who understands the value of waiting for rewards is also much more likely to confess a little mistake and “take his stripes” but avoids the major repercussions of a compounding issue. Does data back this up and how can we help those who would eat the marshmallow understand the value of waiting and the penalties of compounding mistakes?

Thanks,
Marshmallow Parent

Dear Marshmallow Parent,

Wow, you’ve put some great thought into this question. Yes, I think the marshmallow study may tie in to what you are observing. But that’s not where I want to start. I’d like to start with how you handle the little lies your daughter is telling.

When Children Lie: Lying is tough because it undermines trust and shows disrespect. It’s hard not to take it personally and get angry. Part of what I like about your question is that you approach the lie with concern and curiosity, rather than moral outrage. I think that’s the best approach you can take as a parent.

For children, lying is often a faulty form of problem-solving. Your daughter has gotten herself into a fix and a lie seems like the solution—albeit a very poor-quality solution. So, treat the lie as a lack of skill and help her work on her ability to problem solve.

Of course, you also have to hold her accountable. Think of a reasonable consequence related to the lie and the problem she was trying to cover up.

For example: Suppose your daughter said she was doing her term paper at a girlfriend’s house when actually she was visiting a young man.

Begin with: “I called Sarah’s house and learned you were at Tanner’s. When you lie to me about where you are and what you’re doing, it makes it harder to trust you. So, you’re grounded for the rest of this week and you can’t see Tanner this weekend.”

Then, explore why she felt she had to lie: “Help me understand why you felt you had to lie about this?” You aren’t looking for an excuse for the lie. Instead, you are trying to understand the reason for the lie.

Finally suggest a better solution: “I would prefer you say, ‘Mom, I know you want me to work on my term paper this evening, but I really want to see Tanner.’ I would listen, and we could talk about it. Of course, there is a good chance I’d say ‘No,’ and you’d be disappointed. But that’s not as bad as lying, and hurting the trust we have.”

Teach Self-Control: In Walter Mischel’s classic studies, he followed four-year-olds who were able to resist eating a marshmallow for fifteen minutes in order to get a second marshmallow. Years later, these strong-willed children scored hundreds of points higher on their college entrance exams, had stronger marriages, earned more in salary, and got promoted more often. He showed that the ability to delay immediate gratification in service of longer-term goals is an important skill.

What people often forget is that Walter, together with Albert Bandura, also showed that self-control is a skill that children must learn, not a capacity they inherit. I remember watching my next-door neighbor teach this skill to his four-year-old. We were at a pool that had a waterslide. The rule for the slide was to wait at the base of the ladder until the child in front of you had landed in the water and reached the side of the pool. Little Ryan had trouble remembering this rule. His father and I were in the water having a conversation, but every few seconds, he’d have to remind Ryan, “Wait, wait, watch the girl in front of you. Okay, now you can go!” Ryan must have gone down the slide fifty times, and, by the end, knew how to hold himself back without reminders.

Of course, Joe, my neighbor doesn’t just teach self-control at the pool. It is a part of his positive parenting every day. He seeks out these teaching moments when he can help his children develop character skills.

Teach Influence: As I suggested earlier, lying is often a child’s last-ditch effort to get their way, when they feel they have no ability to influence their parent. Helping a child mature is all about gradually, sensibly, and safely giving over control. Children who believe they can get their parents to change their minds are more likely to try dialogue and less likely to lie.

But this loosening of reins is easier to advocate than it is to practice. One of my sisters-in-law uses a parenting skill I admire. Suppose her fourth-grade daughter comes in and asks, “Can I go to Mary’s birthday party on Saturday?” Her mom won’t give her an answer right away. Instead, she’ll say, “Convince me,” and then help her daughter make the case. She’s teaching her children how to influence her and allowing them to succeed when it makes sense. As her children have grown into their teenage years and beyond, they’ve maintained this kind of open and honest dialogue with their mother—in part, I think, because they are confident they can influence her.

Do as I Say, not as I Do: Whenever I answer a question about parenting, I feel I need to add that I’m not a parent. My wife and I have 24 nieces and nephews, so we’ve gotten to witness some wonderful parenting, but I don’t practice what I preach. For example, over the years, we’ve had nephews and nieces join us for dozens of “Camp Davids”—hiking Bryce Canyon or the Olympic National Park, unicycling in Moab, and surf lessons in Southern Cal. But these fun adventures don’t really involve much parenting. In fact, Camp David only has one rule: “You can pick your friends, and you can pick your nose, but you can’t pick your friend’s nose.” So, my advice comes from skilled friends and relatives, not from hard-won experience.

Thanks again for your probing question. I look forward to hearing other perspectives on how to handle your situation.

Best,
David

Influencer QA

False Perceptions Revisited

Dear Emily,

I appreciated your blog article Recovering from False Perceptions. I agree that apologies can do more harm than good, and it is important to assess the need and/or reason for the apology. However, that post was more from the point of view of the individual with the false perception. I was interested to see what your advice would be to someone who feels they are the victim of false perceptions. I have an employee whose coworkers have labeled as lazy, uncaring, and untrustworthy. He wants to restore his image/brand with his coworkers and managers. What advice do you have for someone in this situation?

Signed,
Wanting to Help

Dear Wanting to Help,

Combating false perceptions can be frustrating. We often feel as if we are the Victim: “Others have misjudged me despite my hard work, exemplary efforts, and noteworthy achievements!” We may cast our coworkers in a Villain role: “Why can’t they just see me for who I really am?” And then we start to feel Helpless: “This is so unfair and there is nothing I can do about it!”

So, while your question is about personal brand, I’d like to look at it through the lens of what we teach in Crucial Conversations Training about Mastering Our Stories. I will direct my comments directly to your employee, the person who wants to restore his brand.

Victim story: What am I pretending not to notice about my role?

Whenever we tell ourselves a Victim Story (“Woe is me! I am the best, hardest-working employee here and others have unjustly judged me as lazy, uncaring, and untrustworthy.”), we need to challenge our story by asking: “What I am pretending not to notice about my role in the problem?” I have several ideas on how this relates to perception and personal brand:

1. False perceptions don’t exist. There is only your perception of my behavior and my perception of my behavior. Just because your perception is different than mine doesn’t mean it is false. When I judge your perception as false, it lets me off the hook. It allows me to say, “I am right and good and just and you are wrong.” I get to stop looking at me and my behavior because my perception is true and yours is false. But, if I can accept your perception as valid and real, I can shift my thinking and open myself up to self-reflection. I can clearly see what things I have done or not done that may have contributed to your perception.

2. Accept the starting point. You don’t get to tell people what your personal brand is, anymore than Nordstrom or Coca-Cola get to tell people what their brand is. You get to act and people get to perceive. Their perception is your brand. We sometimes confuse personal brand with personal identity, personal values, or personal mission. It is easy to say, “That is not my brand. I am disciplined, focused, and driven.” While it may be true that your personal identity is disciplined, focused, and driven, and that your personal identity impacts your brand, recognize that it is not your brand. Your brand is how others perceive you, not how you perceive yourself. While you get to influence your brand, you don’t control it because you can only influence, never control, others’ perceptions.

Villain Story: Why would a reasonable, rational, decent person do this?

When we tell ourselves the story that someone else has falsely judged us, we get to cast them in the Villain role: “They are wrong. How could they be so unseeing of the true me?” The antidote to a Villain Story is to ask yourself: “Why would a reasonable, rational, decent person do (or think) this?”

3. Understand your brand. If you want to know why someone thinks of you as lazy and untrustworthy, the easiest way to find out is to ask them. But before you rush out to start this conversation, realize this—asking for feedback on your personal brand is NOT a crucial conversation. Sure, the stakes are high and your emotions may run strong. And yes, there are differing opinions. So why is this not a crucial conversation? When we talk about crucial conversations, the goal is to fill the Pool of Shared Meaning: yours and mine. In this particular case however, the goal is to fill the pool with only their meaning. This is a focus group, not a conversation.

Think of it this way. If I work in marketing and want to know what my company’s brand is in the marketplace, I get a group of people together and ask them questions about how they perceive my company. When they respond, I may probe deeper to understand. What I don’t do is say, “Oh, that is interesting and not at all what we are really about. Our company is actually very different than that and here’s why.”

Asking people about your brand is all about getting information and understanding your brand. It is not about you convincing others with your words that they should see you differently.

Helpless Story: What can I do right now to move toward what I really want?

When we accept that we can’t control others’ perceptions of us, it is tempting to tell ourselves a helpless story: “Their perception is their perception and there is nothing I can do.” We fail to see the difference between control and influence. While you can’t control others’ perceptions, you can influence them, as all good brand marketers know. You open yourself to influence when you consider this question: “What can I do right now to move toward what I really want?”

4. Build a positive brand, not a non-negative brand. Don’t wage war against your negative brand and try to convince people that you are “not lazy, not uncaring, and not untrustworthy.” Being “not lazy” is not a powerful brand. Rather than try to erase the negative brand, focus your attentions on defining what positive brand you want to create: “I am a hard worker that gets great results. I am a people person who cares deeply about individuals.”

Once you have defined that positive brand, consider what behaviors or actions on your part would drive that perception in others. What would someone see that would lead him or her to conclude that you are a hard worker who gets results? What would someone see that would lead him or her to the conclusion that you are a people person who cares deeply about individuals?

These might be new behaviors for you. But the key is that they need to be behaviors that are visible to others if they are going to impact others’ perceptions.

Armed with these new behaviors, you can then create a change plan for enacting these behaviors.

5. Close the loop. This is a powerful step in personal brand building. You have asked for feedback on your brand, accepted it, and now acted upon it. Now is the time to go back and close the loop. Return to those who gave you feedback and say: “Here is what I have done with the information you gave me. Have you seen an impact?”

This is powerful for two reasons. First, it validates and strengthens the relationship because you are demonstrating deep respect to the other person. You took what they said and did something about it.

Second, if the other person hasn’t noticed a change (and hence your brand hasn’t changed), this provides a nudge for them to reflect and re-evaluate. They might say, “I hadn’t noticed the change, but now that you point it out . . . ” Or, if upon reflection, they haven’t seen the change and their perception hasn’t begun to shift, that is a great data point for you as you consider whether the behaviors you have changed are driving the results you want.

I hope this gives you some helpful ideas. Just remember, your personal brand is about you, not about the other person. You can influence your brand when you stop telling yourself Victim, Villain, and Helpless Stories.

Good luck,
Emily