Frances Horibe's

Benefiting from the Need for Harmony In the last post, you attempted to table a proposal but were left hung out to dry. You hadn’t realized that the need for harmony trumped support for a good idea. Are you doomed to let Tod run the show? Not necessarily. You can be aware, respect, and even use the need for harmony. Let’s rewind and redo the meeting. The second meeting (reprise) YOU: I’d like to table my proposal. Tod: We have to deal with Finance’s first. YOU: How about hearing mine so we can compare? (turns to group) Who’s for that? Show of hands. (all hands go up) Tod: (grumpily) Fine. Let’s get it over with. Using the need for harmony Okay, very clever. You used the need for harmony to move your agenda forward by: Sidestepping a direct confrontation. Last time, you went head-to-head with Tod, disturbing the need for harmony and making everyone uncomfortable. They punished you by silence when you needed them to speak. Asking the group for something minor and non-verbal. In addition, rather than asking them to speak and risk Tod’s sharp tongue, you just asked for a show of hands. Much easier, especially if you…

Challenging Fighting Words Challenging Tod In the last post, you had an ugly meeting. Tod from Finance tried to grab the whole contracting process and went ballistic when people objected. You’ve had an idea you think would work. But the way things are going, it’s likely to be tough to get the idea heard. What can you do to get your idea heard? If you try to table it over Tod’s singlemindedness, it’s likely to descend into another shouting match. But if you gather support before the meeting, you’ll up your chances of swinging things your way. You spend the rest of the week talking to Sarah, Lilianna, Irwin, and others. They’re reluctant but, in the end, concede that it’s a better idea than Tod’s. You’re pleased. The second meeting YOU: I’d like to propose an approach to meet our needs and still be responsive to customers. Tod: Wait a minute, we didn’t finish discussing Finance’s. YOU: We did discuss it. Tod: No way. All I got was roadblocks. Nobody tried to make it work. YOU: Let me present my idea and then we can compare. Tod: (voice rising) Are you trying to cut Finance out? I bet you want…

Fighting Words Fighting words to streamline a process Your boss has chosen you to represent Customer Relations in a cross-departmental group to streamline a process. Things have come to a head because your biggest customer is threatening to use a competitor if your company can’t fix the slow process. You expect some fighting to get it done. The first meeting Tod (Finance): The solution is clear. Finance taking the lead will speed things up a whole lot. YOU: How do you figure? Tod: We write the contract and give final approval. If we had the whole thing, it’d be done in no time. Sarah: Without Ops input? When we have to deliver what you negotiate? Tod: We can’t have a million approvals. We have the budget, so we have most at stake. Sarah: So do we. If you negotiate below costs, we’re in trouble. Tod: (face gets red) Why would we negotiate a contract that hurts the company? Sarah: I didn’t mean— Tod: Finance guys are killing themselves and you’re saying we’d purposely do you in. YOU: I’m sure that’s not what Sarah meant, Tod. We’d just like some input. Tod: Customer Relations! Why are you even here? You’re irrelevant…

Fake It Until You Make It: Benefiting from Being In So you’re in the in-group. You’re invited to the TGIFs and the bull session isn’t complete without you. Congratulations. However, a seat at the table is not enough. If all you do is laugh at their jokes and nod vigorously, you’ll gradually but surely slip out of the in-group. To stay in, you need a presence. How? This post will discuss what you need and how you should fake it until you feel confident. Good interventions When first included, you may not know the topic or perspective needed. Do some homework. Zero in on where to make an effective intervention. Being for or against is not usually enough. Make substantive points. Fit them in as appropriate but don’t cram. Even one effective intervention will add credibility. Don’t talk off the top of your head. Prepare to impress. Make the point quickly Often people have good points but don’t say them effectively and quickly. They give the impression of thinking out loud. Don’t assume you can. You’re untested and the group won’t sit through your musings. Practice the effective and quick words which will make your good point. If you pique…