The Most Effective Interpersonal Communication? Don’t be an A$$hole

OK… we’ll start this week by talking in code.  Even though the inappropriate word above is now widely used on network television, and even Bill Cosby has uttered it from his lips, I’m pretty sure if I repeat the word several times in one post, a number of firewalls will catch it, and I won’t be able to spread the gospel this week.

For our purposes, the code word will be “O-ring”.

I was once told that in this world there are two types of people:  Idiots and O-rings.  Your label is determined by your behaviour, and everyone has acted as both an idiot and an O-ring at various points in their lives.  Some particularly talented people have managed to be both simultaneously, earning the title “idiot-hole”.

When asked if I thought I was an idiot or an O-ring, I struggled for which term I found less offensive, and more importantly what sort of behaviour qualifies one for membership in each category.  The definition of “idiot” is reasonably clear.  Anytime you’ve made an unbelievably stupid choice, you qualify as an idiot.  In my case, I was clearly an idiot when I agreed to sit through a “short video presentation”  (with a complementary cocktail) when I was on vacation in Mexico many years ago.

The definition of O-ring is somewhat more illusive.  I canvassed a number of people to try to determine exactly what would qualify someone to be labeled an O-ring.  As it turns out whenever someone else does something we don’t like, they are an O-ring.  Case in point: traffic.  Of all the people driving within a 100km radius of your vehicle, there is you, and all the other O-rings on the road.

This revelation naturally led me to examine my own behaviour when I was an Operations Manager with many direct reports.  I arrived at the unmistakable conclusion that I was a tremendous O-ring.  I’m not talking about an occasional O-ring maneuver, but rather a full-time job of simply being an O-ring.  My entire work world was an infinite series of actions and decisions that at other people didn’t like.  If I could go back in time, I’d change my title to AC (O-ring in charge).

So, is it possible to be a manager without being an O-ring?  Probably not.  Would you want to be a manager that’s not an O-ring?  Only if you want to be an idiot.

This week we talk about how improving your ability to communicate constructively, you might avoid being labeled an O-ring.

Effective Interpersonal Communication

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Why Bother?
  • Rarely will you be successful without the ability to “relate” effectively.
  • Those who leave positive impressions get more done through and with others than those who leave negative impressions.

Listening

  • Do you offer answers before the question has even been asked?
  • Do you offer conclusions or solutions before hearing the whole story?
  • Manage the first 3 minutes
    • Take in information
    • Ask questions
    • Active listening
    • Don’t interrupt

Body Language

Body language that will not help you relate well with others:

  • Washboard brow
  • The blank stare
  • Looking at your watch or the I’m busy look
  • Finger or pencil drumming

Body language that will help:

  • Eye contact
  • Smile
  • Nodding while the person is talking
  • Open body posture

Language

When you do start talking the key to leaving a positive impression is to replace conflict provoking language with language that sounds like you want to cooperate and work with the other person.

Blame

Assigning Blame or figuring our who’s at fault is rarely helpful

  • Eliminate blaming statements
    • You aren’t listening.
    • If you had taken more care …
  • Focus on figuring out a solution and moving forward
    • Let me try and explain this better …
    • What might we do differently in order to …

Commands

  • In most situations people don’t like being told what to do.
  • Be careful with direct or implied commands.
    • You should …
    • You ought to  …
    • You have to …
    • You need to …
  • Instead try statements of options or choice.
    • Have you considered …
    • What if we were to …
  • Making a request often lands better than a command.
    • Would you mind …
    • Could I ask you to …

Absolutes

Never use absolutes like “never” or “always” because they always:

  • Result in the other person getting defensive.
  • Are inaccurate.
  • Examples:
    • This work is never finished on time.
    • This happens every time we talk.
    • You always

Other Tips

  • When you are frustrated your “gut” response will often cause problems.
    • Reflect, Restate and Respond.
  • Check your Ego.
    • Don’t come across like you couldn’t possibly be wrong or the other persons idea couldn’t possibly work.
  • Show you Care.
    • Take the time to get to know the other person.

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Communicating for Results

Learn how to communicate most effectively through listening, word choice, and body language.

Watch the ‘Communicating for Results?’ video (23 mins 28 sec):

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Changing Corporate Culture — the show about nothing

In January of 1986, the space shuttle Challenger exploded on take-off killing all seven crew, and grounding the American space program for two years.  Of the exhaustive investigations that took place (that led to a significant number of changes for NASA, and how they conducted their business), perhaps the most important change was that for the first time, talking about changing corporate culture was fair game.

The engineers and investigators determined the technical causes of the explosion, but when they dug deeper to understand why those technical issues were not addressed in advance, they ended up in the uncomfortable place of changing corporate culture.  It turns out NASA had a culture whereby many qualified people knew there was a significant risk of disaster, but none chose to voice those concerns, even if they would have been listened to.

I call this an “uncomfortable” conclusion because highly technical people in any organization want to discuss things they can see, touch and/or count.  Changing corporate culture is something that nebulous and messy.  It’s difficult to define, impossible to measure, and probably the most important element of performance in an organization — as NASA found out the hard way.

So how do you go about changing corporate culture?

You don’t.

Much like Jerry Seinfeld dominated television with a show about nothing, organizations need to get about doing what they do.  I was recently in the NBC store in New York, more than a decade after Seinfeld left the air, and discovered that a significant portion of the wares were dedicated to Seinfeld’s “nothing”.  The Soup Nazi, Vandalay Industries, and Kramer’s hair all testify to the enduring quality of Seinfeld’s “nothing”.

Changing corporate culture is a lot like the show about nothing.  What people do, how they interact with each other, how they manage conflict, what gets rewarded, who gets promoted, how success is measured and a score of other things all add up to your corporate culture.

The silliest thing you can do is to declare a change in corporate culture to some virtue you read about at some other company.  The culture you have now is a product of the things above.  If you want to change your corporate culture, you need to address those things.

And don’t think it will happen in a hurry.  It will be a decade more before Seinfeld is replaced at the NBC store.

Corporate Culture: Key Levers to Change or Strengthen Culture

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What can you do if you’re looking to change or strengthen a culture?
1. Start with Vision, Mission, and Values
  • Where are we headed?
  • What is our desired future?
  • What is our purpose?
  • Why are we here?
  • What is it that we do?
  • What business are we in?
  • How will we behave?
  • What’s important to us?
  • Who do we want to be?

2. How we Work

  • Org. Design/Structure
  • Office Space
  • Meetings
  • Power
  • Communication
  • Tools
  • Dress
  • Policies
3. What Gets Rewarded
  • Compensation philosophies?
  • What KPI’s do we focus on and reward?
  • What behaviors get rewarded formally or informally?

4. People

  • Who Gets Hired
  • Who Gets Promoted
  • What Training do we Provide
  • How do We Treat One Another

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Bad Bosses? Not to criticize, but you’re stupid!

Larry was my boss back when I had a real job – the kind of job where you show up every day (in body, at least), work as part of a cog in a huge corporate wheel, and try to attach meaning to mundane tasks.

The world was black and white for Larry:  if he thought you were a hard worker, he could be charming and funny.  If he didn’t like the way you worked, your life at work quickly descended into a living hell.  In the core skills and talents of the business we were in, there was probably no one stronger than Larry.

Larry did many things right as a leader;  he was not burdened by the need to have people like him, he got lots done, he was an excellent teacher, and he consistently produced the desired results.

As you can imagine, he also did a number of things wrong.  His treatment of people he didn’t like would clearly fall under the definition of harassment if it happened today.  I still remember the day when he repeatedly shouted at one of his direct reports (in front of many others), “You’re stupid!  You’re a stupid, stupid man!”

No one knows how many potentially good people he chased out of the business because his first impression of them wasn’t good.  And his volatile demeanor often took a minor incident and exaggerated it into a major crisis that required more time and energy by all involved to finally get resolved.

The company did invest in Larry by sending him off to corporate charm school, where he learned to soften his feedback:

“Not to criticize, but you’re stupid”

When I went on to leadership roles, Larry was a role model for me – both for what he did well, and by serving as a warning beacon for things he didn’t get right.  Here are some lessons I learned from Larry, that still guide me today:

  • If you want a lot of friends, or have a high need for the approval of others, you need to stay in an individual contributor’s role.
  • You always need to treat people with respect.  It doesn’t mean, however, that you don’t hold them accountable.
  • You need to be absolutely clear about your expectations, and then dole out both positive and negative consequences when things go right/wrong.  Leaders who think they can over-acknowledge good performance, and not deal with poor performance, are weak and will fail.
  • What you do is far more powerful than what you say.
  • Leadership is hard work

Larry retired many years ago, yet his impact on me (and a great many others) is still felt.  I’m sure if I asked Larry, he would have absolutely no idea how profound his influence was on me or anyone else.

So one final lesson from Larry: As a leader, you have a significant impact on people’s lives… perhaps for decades to come.

The Power of Persuasion: Selling Your Ideas

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Why Sell Your Ideas?
  • Your projects, programs, and career turn on the difference between “no” and “yes.”  Part emotional intelligence, part politics, and part psychology, selling ideas is not like tricking someone out of his money.   It’s about helping others to see things your way— engaging their minds and imaginations.  (Richard Shell, author of “The Art of WOO – Using Strategic persuasion to Sell Your Ideas”)
  • On today’s knowledge based workforce – “In our world, the right to give orders has largely been replaced by the need to facilitate, lead, and exercise influence.” (Klatt, Murphy, Irvine)

Influence Pre-Work

1. Establish Credibility

  • Authentic professional relationships
  • Expertise
  • Trust

2. Plan

  • Know how you are perceived by others.
  • Know your audience – what do they value?
  • Inside an organization selling your idea is likely to be a series of interactions rather than one single “pitch”

The Pitch

1. Context

  • Frame Your Idea
  • State the opportunity

2. Clarify

  • Explain the details
  • Why should they act?  (in their frame of reference)
  • Supplement numerical evidence with stories, metaphors, analogies that will speak to the heart as well as the head

3. Create

  • Deal with concerns or objections
  • Seek and share ideas

4. Commit

  • Determine Who will do What by When

5. Close

  • You’ve already closed the “selling of your idea” and have commitment.  This is more about ending the conversation appropriately, saying Thanks.  Don’t keep selling at this point …. Get out of the conversation and move on.

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Good Boss, Bad Boss: Be a Better Boss

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Why care about Leadership?

  • Retention – Unwanted turnover = 1.5 – 2.5 annual salary
  • Capturing Discretionary Effort  – What the value of 10% more productivity?  How about 100% more?
  • Less stress

Realities of being the Boss

  • You are under a microscope
  • The blame you get, and the credit you get are both exaggerated
  • Most people land in leadership roles because they were good technicians or practicioners of their work
  • Leaders underestimate the impact they have on others

5 Things you can do right now to be a better Boss

1. Be a better listener

  • Take the time
  • Don’t multitask (especially PDAs)
  • Seek to understand… not to plan your response
  • Paraphrase without being a parrot

2. Be a Teacher

  • It may take more time in the short-run
  • Don’t micro-manage
  • Tell people why
  • Connect them to something bigger

3. Give and receive feedback in abundance

  • Look for opportunities to offer feedback on a daily basis
  • Ask your direct reports for feedback frequently – and act on it
  • Offer both positive feedback, and corrective feedback

4. Be crystal-clear in your expectations

  • Write important expectations down formally at least once per year
  • Constantly reinforce expectations
  • Use several different media to describe important expectations
  • Practice what you preach at all times

5. Provide consequences for both good and poor performance

  • People will do what gets reinforced
  • You are currently getting the performance you are asking for
  • Be absolutely consistent with consequences
  • Apply consequences to reinforce both good and poor performance

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The Power of Persuasion — How Great Ideas Die

“Selling” is not a bad word – it is an essential business skill.  It’s easy to see how some people would think that influencing others is somehow underhanded or unethical:

“Yep… this one’s got really low miles.  Only driven to church on Sunday by a little old lady from Pasadena”

In reality, many great ideas die an agonizing death because they have not been properly sold.  There also seems to be an inverse correlation between our technical ability, and our willingness to sell.  In other words, probably the more technically skilled you are in your area, the less likely you are to want to sell your idea.  (With all due respect to the Engineers out there.)

Here’s an ugly truth:  marketing is everything.  Think of the examples in consumer goods:

  • 8-tracks were far superior in quality to cassettes or records.
  • BetaMax was most certainly better than VHS
  • Apple’s Mac has long been superior to any PC.

So if these are any indication, great products and great ideas require great marketing if they are to be adopted.

So what do you do?

First – you have to value the idea of selling your ideas.  You need to tell a story about how your idea is going to enhance pleasure, or reduce pain.

Second – Put together a marketing plan.  Depending on what you’re doing, it might only be half a page long, but have some idea about what story you are going to tell, to whom, and via what media.

Third – Check out our podcast this week to hear more about Influencing Others

Finally – remember that we are all “in sales”.  If you live in a society of more than one person, you will be constantly trying to lobby people to your way of thinking about one thing or another.  The sooner we all get comfortable with this reality, the sooner the good ideas will at least seem to “sell themselves”.

Leadership Boot Camp

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  • Why bother?
  • What it’s about
  • Who should participate
  • How it works
  • What’s covered

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