• 333 Real World Leadership
    2024/12/22

    Change is hard to create anywhere in the world. Getting things to change in Japan also has its own set of challenges. The typical expat leader, sent to Japan, notices some things that need changing. Usually the Japan part of the organisation is not really part of the organisation. It is sitting off to the side, like a distant moon orbiting the HQ back home.

    There are major differences around what is viewed as professional work. The things that are valued in Japan, like working loyally (i.e. long hours) even with low productivity, keeping quiet, not upsetting the applecart, not contributing in meetings, getting deep into the factional constructs of the organisation, are not seen as positive.

    Inefficiencies seem to beg for correction. Innovation seems to be a foreign concept in both senses of the word. Doing what we have always done, in the same way as we have always done it, has eliminated most of the opportunities for making mistakes, so why change anything? Doing things in a new way is inherently risky, because there is no reliable road map. We are going to have come out of our comfort zone to do that and we might make a mistake – not appealing whatsoever to the Japanese staff.

    Meritocracy is a given to the new expat leader and so personnel changes are a prime interest. People are where they are for many reasons and merit is not always the reason. Longevity, who entered the company first, who is your patron, always have a big determinant on whose who in the zoo in Japan.

    Talented people are supposed to keep in line and do what they are told. Showing too many smarts seems they are getting uppity before their betters and the hocho, that is the razor sharp Japanese knives, rapidly come out. The “nail” sticking out is about the get a good whack from everyone who can hit it hard.

    Nevertheless, ignorance is bliss, so our expat hero or heroine plunges in and starts shaking things up. Entrenched interests, who have created this current system to suit themselves, now feel threatened. They are not stoics. They make a very keen calculation. Can we outlast this clown, who is so rude, so ignorant about how to properly lead in Japan, so annoying and so dangerous to our vested interests. If the answer is “yes”, then a guerrilla war commences, where those most threatened band together to slow down progress, obfuscate the vital issues, hide key information, isolate out the new leaders pets to weaken them and look for petards on which to hoist the expat.

    If the answer is “no”, then it is a bare knuckle street fight. There are no rules. Classic weapons are looking for points of failure with new innovations to blow them up on purpose. Anyone close to the boss becomes a target internally and all sorts of societal pressure is brought to bear, to “turn them” into a spy for the “good guys” against this lunatic from outside. They are reminded that our hero won’t be here forever and the rest of us will be. “We will get you. You are going to be toast when the boss heads to the airport for departure to the next foreign assignment. You aren’t going anywhere sunshine, remember that”.

    Out of nowhere and nothing, headquarters starts to get anonymous communication about various crimes and misdemeanors that are pure fiction. Sexual harassment is a favourite, because they know Western companies are really sensitive to these types of allegations. Power harassment which was a preferred, traditional boss leadership technique, has now made it into the upper ranks of crimes, as this has become something flagged in Japanese society.

    Unsuitability for leadership in Japan. Ignorance of the market, clients, business practices, damage to the reputation of the firm locally are all trotted out to paint a dismal picture. The staff engagement survey for Japan is always the lowest score in the world and this shows what a miserable job our expat hero is doing. It is always the lowest in the world, but HQ isn’t usually that smart or well informed enough to know that.

    HQ is demanding Japan’s results improve, but are not happy to see any pushback when changes are introduced. The expat boss has to keep everything as it is, the exact same structure but produce greater results and they have to keep everyone happy about achieving that. The boss is on a hiding to nothing here. Welcome to Japan!

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    11 分
  • 332 Presentation Visuals
    2024/12/15
    Last week we talked about when presenting, you need to transfer your energy to the audience. However don’t have your energy levels at the maximum volume all the time. That just wears an audience out and wears you out too. Instead, you need to have some variation. Very strong and then sometimes very soft. And I mean drop it right down. Remember to have that in the voice range. Sometimes say your point in an audible whisper. I remember when I gave a presentation in Kobe. It was at a university summer school for students who had graduated and were going back to their home countries. I was giving this uplifting talk about how they could use the experience they had in Japan back in their home country. It was powerful, a very powerful presentation. It was an urging my comrades to “man the barricades” type of speech. The speaker after me was a Korean professor. Maybe because of the way I presented, I don’t know, but he spoke very quietly. He spoke in a very soft voice throughout the whole presentation. It really forced you to lean in and listen to him, because you had to work a little bit harder to listen to him. So he got peoples’ attention by having a softer voice. At the time, I thought, “wow look at that”. That was very effective and I realized, ah, just operating at one power level all the time is not going to work. I need to have variety in my voice, so I should have times when I am very powerful and other times when I am very soft. So just watch yourself that you are not getting into too much soft or too much strong mode. Variety is the key. I said before gestures are very important. Be careful about getting your hands tied up with things. If you are saying one thing is important, hold up one finger. If it is the second thing, hold up two fingers. This is important. When you hold up your fingers like that, hold them up around head height. Don’t hold gestures around waist height. It is too low and people struggle to see it. Get your gestures up high in a band from chest height up to around head height. That zone is the key height you want for showing gestures. When you want to show a big point, open your hands right out. Don’t be afraid of big gestures. Use gestures that are congruent. Be careful about waving your fist at your audience though. It looks aggressive. It looks unfriendly and combative. Use the open hand rather than a closed fist. And don’t hit your hands together, slap them together or slap them on your thigh. That activity creating noise becomes distracting. Just use the gestures by themselves. As I said before, 15 seconds is probably at the maximum you want. You can walk around on the stage, but be careful about walking around too much, especially pacing up and down. That makes you look nervous and either lacking in confidence about your message or lacking control over what you are doing. Try and hold the main center point of the stage and move because you have got a good reason to move. Using the names of people in your audience is a great thing to do. If you get there early, meet some of your audience. Have a conversation with someone. It is a nice connector with the audience to refer to that person and say, “I was just chatting with Jim Jones over there before and he made a very interesting point about current consumer trends. In fact, Mary Smith made an addition to that point, when she said “blah, blah, blah…” Suddenly you have both people very much proud of being recognized and involved in your talk. They have been recognized by the speaker and they like it. The audience now feels that you have a stronger connection with those listening. Refer to people by name. It is very, very effective. Don’t leave it to chance, try and look for those opportunities to engage with your audience. Let’s concentrate on the basics. What is the point of your presentation? Who is your audience? What is the point? Be conversational and customize the delivery to your listeners. Have exhibits or have demonstrations or whatever that are custom-made to match that audience or match the point that you are making. Don’t just bring out a set off the shelf points you recycle for every presentation. You might have an existing basis for a presentation, but think about who are you talking to? What is the key point and then take it and re-work it, re-package it up, customize it. I have given 530 presentations in the last 20 years here in Japan. I have never given the same presentation twice, ever. Even with the slides, I will always have some small variation. Certainly the way I present it will be different every time. This keeps it fresh for me, as a speaker. And it also keeps it fresh for an audience. If I feel stimulated and interested in what I am talking about, then the chances are that is how the audience will feel about it too. They ...
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    13 分
  • 331 Ending Presentations Secrets
    2024/12/08
    This is a tricky part of designing and delivering our presentations. Think back to the last few presentations you have attended and can you remember anything from the close of their speech? Can you remember much about the speaker? This close should be the highlight of their talk, the piece that brings it all together, their rallying cry for the main message. If you can’t recall it, or them, then what was the point of their giving the talk in the first place? People give talks to make an impression, to promulgate their views, to win fans and converts, to impact the audience, etc. All weighty and worthy endeavours, but all seemingly to no effect, in most cases. What can we do to stand above this crowd of nobodies, who are running around giving unmemorable and unimpressive talks? The keys to any successful talk revolve around very basic principles. Vince Lombardi, famed American Green Bay Packers football coach would always emphasise that the road to success in his game was blocking and tackling – the basics and so it is with public speaking. Design must not start with the assembly of the slide deck. Yet this is how 99% of people do it. Instead start with designing the final closing message. In other words start with how you will finish. This forces clarity on you, drives you to sum up the key takeaways in one sentence and gets to the heart of what it is you want to say. It is also excruciatingly difficult, which is why we all head for the slide deck formation instead. Once we have sieved the gold nugget from the dross, grasped the key point of the talk, then we are ready to work on the rest of the speech. The main body of the talk will flow naturally from the close, as we assemble data, facts, examples, stories, testimonials and statistics to support our main point. We then array this vast army of persuasion ready for deploy at our summation. It must flow in a logical progression, easy to follow for the audience and all pointing back to support our main contention. The opening and close can have some connection or not. The role of the opening is very clear – grab the attention of the assembled masses to hear what it is we want to say. We can state our conclusion directly at the start and then spend the rest of the time justifying that position. Or we can provide some general navigation about what we are going to talk about today. Or we can hit the audience with some nitro statement or information, to wake them up to get them to listen to us. At the end there will be two closes, one before the Q&A and one after. The majority of speakers allow the final question to control the proceedings rather than themselves. If that last question is a hummer, a real beauty, right on the topic and allowing you to add extra value to your talk, then brilliant. How many times have you seen that though? Usually the last questions are a mess. All the better, intelligent questions have been taken, the best insights have been plumbed and now we have some dubious punter who wants a bit of your limelight. Their questions can often be off topic, rambling, unclear or just plain stupid. Is this how you want your talk remembered? The final two closes can reflect each other and be an extension of what you have already said or you can split them up and give each its specific task to make your point. The close before the Q&A can be a summation to remind your audience of what you spoke about and prime them for questions. Obviously recency, the last thing people will hear, will have the most powerful impact, so the second close must be very carefully designed. Be careful of the event hosts wanting to take over immediately after the last question and not allowing you the chance to make your final close. You might have gone overtime or they need to vacate the venue or face a bigger bill or whatever. They can be thanking the audience for coming and wrapping things up with their news of their next event, before you can blink an eye. You need to word them up at the start that you want to make a final close after the Q&A and then you will give them the floor. The other component of the close is the delivery. So many speakers allow their voices to trail off and allow their speaking volume to descend at the peroration. You want to be remembered as someone passionate about your subject, excited to be there to share it with this audience and a true believer of your message. That means you need to drive the volume up, hit the last words with a lot of passion and belief. Make it a rousing call to action, to storm the barricades and to change the world. That is how you want people to remember your message AND you as a speaker as they shuffle out of the venue and go back to work or home.
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    12 分
  • 330 Common Sense Needed More
    2024/12/01
    As the leader we have to work on the presumption that people know what they are doing. It is impossible to micro manage every single person, every moment of the day. By the way, who would want to do that anyway? The issues arise when things deviate from the track we think they are on or expect that they are on. We find that a process has been finessed, but we don’t like the change. We find that some elements have been dropped completely, but we only find this out by accident or substantially after the fact. We are not happy in either case. Why does this happen? Training can cover the basics, but there is always a wide margin of discretion in carrying out jobs. We need to allow this or the team become asphyxiated by the confines of the narrowly defined tasks we have set for them. We all own the world we help to create, so we need to allow people to be creative, if we want them to take ownership of their jobs. It is when things start to stray that we run into trouble. There is a margin allowed for doing things differently, but when the red line gets crossed, we get cross. Another seed of discomfort is when systems are changed, but you don’t know that. There might be a really great reason or a very bad reason for this to happen, but the scary part is not knowing the change has been made in the first place. Do we have to know about every single thing our staff are changing? Obviously no, so where is the line in the sand to be drawn here? This is tricky and there are no genius answers really. We need to remind our team that they are free to innovate, to be creative, to look for every kaizenopportunity. We also need to have them tell us if they make a significant change. Okay, so how do we define “significant”? This is a very grey area and this still won’t capture everything we need to know about, but it is better than having no clue at all as to what is going on. Our workplace is usually divided into specialty functions like sales, marketing, operations etc. Cross functional innovation is good, if both groups know about it and contribute. Problems start to arise when the changes are made in isolation and in secret. Not secret in the sense that anyone is trying to fool others, but secret in the sense that affected groups are not told what is going to happen. It just happens and you find out later – usually at the worst possible time. The changes can also reflect an uninformed view of how things work in reality. Not having in depth detail on the sales function, for example, can result in the operations team making some decisions which negatively impact the sale effort. IT may make changes that are completely rational from a geeky IT point of view, but which create results for other parts of the business which are not helpful. Undoing things always takes time and money and results in lost productivity. What can we do about these challenges? Having functional heads keep an eye for any negative changes, is a delegation task that must be done. The leader cannot get across that degree of detail. Educating the whole team about how the whole fits together is a good practice. We assume everyone gets it, but that is wishfull thinking. In team meetings, it is important that all sections report changes that will impact other parts of the business. Formalise this into the meeting agenda so that it never gets missed. When things do go off the rails, educate those involved about the big picture, so that it won’t happen again. No one is trying to destroy the business, so intentions are honourable, but the communication piece can be missing. Encourage staff to think about the ramifications of changes they may want to make and have them inform those likely to be affected before the changes are made. Surprisingly, even in small offices, this simple activity fails to happen because everyone is so time harassed doing multiple tasks at light speed. Japan has it horenso ( 報連相) mantra to fall back on when in doubt. Ho for hokoku or report, ren for renraku or contact and so for sodan or consult. This is a useful construct to reduce problems before they occur, especially for junior staff – report/contact/consult. Finally, don’t blow your top! Being the last to know about bad news is the lot of the boss. That is bad enough, but finding out randomly about bad news, that only you understand is bad news, is really, really irritating. The instant boss reaction to this type of thing is usually explosive. We have to remember the importance of encouraging everyone to innovate. The corresponding increase in risk of failure goes hand in glove with that effort. We have to remember to be using our communication and people skills, so that we don’t kill team motivation. Bite your tongue when things are revealed and start thinking of a positive way of encouraging everyone involved, as you correct the situation. If we can do this, we will be building the culture of creativity we want and ...
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    12 分
  • 329 Join The Buyer Conversation In Japan
    2024/11/24

    Life is busy, busy today. Communications has sped up business to an extent unthinkable even ten years ago. Every company is a publisher now, due to social media’s pervasiveness. Content marketing is driving original content creation and release. LinkedIn, Instagram and Facebook are favouring live video, so we have to become television talents. Voice is the next big thing, so podcasting requires us to be radio personalities. If you are in business, your personal information is out there, easily searchable and found. We check out the buyers and they check out the sellers, before we meet.

    When you turned up at a client meeting eighty years ago, you came with some good jokes, some market information, some competitor intelligence, etc. You did this to break the ice with the buyer. Even if they were an established client, you needed to break the ice for that day. Buyers then and buyers now have a lot going on inside their heads when we turn up and almost none of it has anything to do with us and what we want.

    In Japan, meeting room space is always at a premium, so getting time with buyers has some automatic limitations placed upon it with certain companies. After thirty minutes you are given the bum’s rush, because that space has been booked for the next meeting and they are loitering with intent outside the glass wall waiting to get in for their meeting.

    That doesn't give us much time to carve out some mind space with the buyer, get into questioning mode, talk about the solution, deal with any objections and seal the deal. If the first part of the meeting isn’t well planned then there won’t be any result. We cannot let the first few interactions be random events. We need to plan in detail how we are going to establish some rapport with this buyer or reestablish some rapport if they are an existing buyer.

    We will have checked some of the media aggregation sites to see if there has been anything released in to the public arena about the client company, which we can then refer to. If it is a first meeting then checking the annual report is a must. There will be a glossy coverage of the CEO’s vision and strategy for the enterprise, with photographs in a swish corporate setting. We are looking for things we can ask about in this meeting.

    Our objective is to get the client talking as soon as possible. Most salespeople still cling to the idea that they have to dominate the airwaves, so they just keep talking, talking, talking. We don’t want that. We only have a limited amount of time, so we want the client talking as much as possible. When we do that, the client will have stopped thinking about all of the other things going on in their work and private lives. We will be concentrated on the business at hand and that is exactly what we need.

    We hopefully will be able to check whether some insight we have found is relevant to what they are doing. We deal with that industry vertical so we are picking up ideas across companies on what is working and not working. We share these ideas as a means of demonstrating we provide value to their enterprise. They may not go for it, but they will go for our intention to assist them to make their business more successful.

    A discussion with a drill manufacture company I called upon, prompted a suggestion by me that they copy Blendtec’s “will it blend” phenomenon, but for drills not blenders. Blendtec’s CEO Tom Dickson video’s the blending of iPads, golf balls, whatever and post it on YouTube and they get massive views. My idea was to copy this for Japan and create some buzz around the product line up. They didn’t go for it in the end, but I have no doubt that I have a closer relationship with the President today, because of my effort to think out of the box for them. I had his attention for our discussion.

    Getting the full attention of the buyer is no longer a given. They are permanently distracted today and we are competing with so much noise, more than ever before. We need to have a strategy to get their attention. We cannot leave it to chance or expect that, “of course they will be paying attention – we have an appointment”. That concept is way too indulgent.

    Ask well thought through questions to get them talking, bring insights and valuable market intelligence. Today, we have to do this every time, even if they are an established buyer. Just because we have a relationship with them, doesn’t mean we have automatically broken through all the completion for their attention. Start fresh every time as if it were the very first meeting. In this modern age this is the new normal.

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    12 分
  • 328 Dealing with Questions When Presenting In Japan
    2024/11/17

    Having an audience interested enough in your topic to ask questions is a heartening occurrence. Japan can be a bit tricky though because people are shy to ask questions. Culturally the thinking is different to the West. In most western countries we ask questions because we want to know more. We don’t think that we are being disrespectful by implying that the speaker wasn’t clear enough, so that is why we need to ask our question. We also never imagine we must be dumb and have to ask a question because we weren’t smart enough to get the speaker’s meaning the first time around. We also rarely worry about being judged on the quality of our question. We don’t fret that if we ask a stupid question, we have now publically announced to everyone we are an idiot.

    Some speakers encourage questions on the way through their talks. They are comfortable to be taken down deeper on an aspect of their topic. They don’t mind being moved along to an off topic point by the questioner. The advantage of this method is that the audience don’t have to wait until the end of the talk to ask their question. They can get clarification immediately on what is being explained. There might be some further information which they want to know about so they can go a bit broader on the topic.

    This also presents an image of the speaker as very confident in their topic and flexible to deal with whatever comes up. They also must be good time managers when speaking, to get through their information, take the questions on the way through and still finish on time. In today’s Age Of Distraction, being open to questions at any time serves those in the audience with short concentration spans or little patience. Not everyone in the audience can keep a thought aflame right through to the end, so having forgotten what it was they were going to ask, they just sit there in silence when it gets to Q&A. Their lost question may have provoked an interesting discussion by the speaker on an important point. Having one person brave enough to ask a question certainly encourages everyone else to ask their question. The social pressure of being first has been lifted and group permission now allows for asking the speaker about some points in their talk.

    The advantage of waiting until the end is that you remain in control of the order of the talk. You may deal with all of the potential questions by the end of the talk and the Q&A allows for additional things that have come up in the minds of the audience. It also makes it easier to work through the slide deck in order. The slide deck is alike an autopilot for guiding us through the talk, as we don’t have to remember the order, we just follow the slides. Of course if we allow questions throughout, we can always ask our questioner to wait, because we will be covering that point a little later in the talk. Nevertheless the questions at the end formula gives the speaker more control over the flow of their talk with no distractions or departures from the theme.

    Time control becomes much easier. We can rehearse our talk and get it down to the exact time, before we open up for questions during the time allotted for Q&A. If we have to face hostile questions, this is when they will emerge. Prior to that, we have at least gotten through what we wanted to say. We had full control of the proceedings. If we get into a torrid time with a questioner, early in the piece, it may throw our equilibrium off balance or cause some consternation or embarrassment to the audience, detracting from what we want to say. The atmosphere can turn unpleasant very quickly which pollutes everyone’s recollection of you as the speaker. Also, if we don’t know how to handle hostile questions, our credibility can crumble. A crumbling credibility in a public forum is not a good look.

    So my recommendation is for the seasoned pro speakers to take questions whenever you feel like it. For those who don’t present so frequently, err on the side of caution and take the questions at the end.

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    11 分
  • 327 Build Your Team In Japan
    2024/11/10

    Teams are fluid. People move or leave and new people join. Targets go up every year. The compliance and regulatory requirements become more stringent, the market pivots and bites you, currency fluctuations take you from hero to zero in short order. Head office is always annoying. There are so many aspects of business which line up against having a strong sense of team. We can’t be complacent if we have built a strong team and we have to get to work, if we are in the process of team building.

    Sports teams are always high profile and successful sports coaches are lauded for their ability to produce results, especially when they are always dealing with tremendous fluctuations in the make up of the team. Vince Lombardi is one of those much heralded coaches and he noted: “Build for your team a feeling of oneness, of dependence on one another and of strength to be derived by unity”.

    Sterling stuff, but how do you do that? Vince had access to some of the most highly paid and motivated team members on the planet, but what about the rest of us? We often haven’t chosen the team. We have inherited someone else’s criteria and selection model. People come to us from different companies or different sections and so how do we address the issue of establishing a common purpose?

    We need to make sure each individual has a clear sense of the reason the team exists, their individual role and the importance of their role to the team effort. If you suddenly asked your team members about the reason the team exists, you might be dumbfounded to receive so many disparate answers. We assume everyone knows and that we all in sync, but we should check. And we should do it regularly, as the team composition changes over time and new people may not know.

    Establishing an agreed set of team values is an important glue to hold the whole team together. Whenever we do this exercise for ourselves or for clients, we always get a huge range of values being nominated. This is helpful but not particularly helpful. We need to do it in two parts, starting with our personal values and then do the team values. Ideally, each individual’s values will also be part of the team values so that the ownership factor is sky high.

    A team vision is the next stage and this is where many people start to weep. They are heartily sick of the word vision. So many vision consultants, articles, videos and podcasts covering this one little word. It bogs down and eventually all the fluff associated with the word, collapses under its one weight. Regardless, you still need a team vision, so get over it.

    Jack Welch pointed out, “Good business leaders create a vision, articulate the vision, passionately own the vision and relentlessly drive it to completion”.

    A vision is a future picture of what could be and what should be, regardless of what is today. The vision is stated in the present tense, as if we were already at the final state of development and success that we are aiming for. The visualisation is positive and optimistic and the words both powerful and specific. We need a vision to define where we want to be, in order to work out how we will get there.

    Our mission is the other building block. It describes what we do and by definition, what we don’t do. Clarity around objectives and goals means counting out some shiny objects that are not core requirements for the team. The vision tends to last long, as do the core values, whereas we have to keep revisiting the mission. This is because things change and we may need to change tack and go in a different direction. In which case our mission has also flexed and we need to restate it. We do this so that everyone in the team has clarity around what we are doing and how we are doing it.

    Successful teams have achieved great clarity throughout the entire organization about what the team is trying to do. This is not an accident, but the product of good leadership work to establish a base and then good ongoing work, to keep the ideas alive and relevant.

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    11 分
  • You Can’t Do It All By Yourself
    2024/11/03
    The hero’s journey is for the very, very few. I did it my way, I slaved away in a garret and got to the top, I realised the American dream – all good stuff, but an illusion for most. The reality is there are more of us who need the cooperation of others, than those who can succeed despite others. The age of the “one” has been taken over by the age of the “many”. Hero teams are more powerful than individual heroes. The problem is although we may need the cooperation of others, we are not that good at getting it. We limit our scope through two key areas – how we communicate and how we react. We like what we like and we find affinity with those who like similar things. We like to speak in a certain way and we click with others who speak the same way. It might be a shared accent, denoting a similar background, and we are all pretty good at spotting the subtleties of dialect. That is okay, but it still doesn’t help us to go far enough. You might share a common accent, but that doesn't mean you get on with everyone from back home\ Reflecting the preferences of others is a much more effective way of building trust and cooperation. Does this mean being two faced and manipulative? No, it means being flexible and other focused rather than me, me, me focused. When we are speaking with others we notice the way they prefer to communicate. It will vary from very low energy to high output - softly spoken to plain loud. Neither side likes the other much. The loud person can’t hear the softly spoken person and feels annoyed, because they have to struggle to hear what they are saying. The softly spoken person is quietly upset, because they don’t like people who are loud and aggressive. The key here is to adjust ourselves to suit the situation and the other person, if we want to gain their cooperation. If you say, “well I am me, I have my rights and they should adjust themselves to how I like it”, then let me know how that is working out for you? We will need to increase our energy and volume when we speak with high output people. We may feel like we are screaming, but on their scale all we are doing is communicating normally. The opposite applies, when we have to drop the volume and the strength. We may feel like we are whispering and it is killing us, but the counterparty feels very comfortable chatting with you. Some individuals are really detail oriented, they are constantly seeking data, proof, evidence about what they are being told. When we interact with this group, we notice the micro focus immediately and so we need to start adding a lot more detail to our explanations or recommendations. We may feel this is too nitty gritty and frankly, massive overkill, but that is not how they see it. For them this is absolutely normal and unremarkable. The opposite preference is for big picture discussions. Don’t worry about the details, the practicality, the roll out - we will get to that later. They want to plot the future direction in broad brush terms. For detail orientated people this is painful, because everything seems fluffy and unrealistic. Don’t fight it – encourage them to go big and go with them. Put up some crazy ideas (judged crazy from your evidence based thinking point of view) of your own and don’t feel guilty. They will welcome all crazy ideas, including yours. When we hear something we don’t like, we often react first and think later. Bad approach! Instead, bite your tongue and hear them out – don’t jump in over the top of them with your counter idea, critique or cutting comment. Try ear, brain, mouth rather than ear, mouth, brain as an order of approach. Use a “cushion”, a sentence that is neither for nor against what they are saying. It is a neutral statement, used to simply break our usual pattern of too rapid intervention. It gives us crucial time to think about what we want to say and how we are going to say it. Before we comment or attempt to criticise them, we instead ask them why they think that or why they say that. While they are providing some background and context around their position, we are able to bypass our immediate chemical reaction and reach deeper down to our calmer second or even third, considered response. When we do speak we may even accept their position because the context made sense or be able to suggest a counter position. We can do this in a calm way, that doesn’t lead to an argument and bad feelings. These two actions on our part will build the trust and establish the lines of communication required to convince other to help us on our own hero team journey. Speak in a reflective manner and don’t react immediately to what you are hearing. You may think this is killing you, because it is so different to how you normally operate, but if you want to be effective with all types of people, this is the secret – adjust yourself first. Newtonian physics...
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    13 分