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Scenario One – setting expectations . Scenario One Strategies. Idea Strategy: Relax to think of new ideas Your Intent: There are hidden ideas that need to be uncovered. Work Strategy: Identify the critical work
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Scenario One Strategies • Idea Strategy: Relax to think of new ideas • Your Intent: There are hidden ideas that need to be uncovered. • Work Strategy: Identify the critical work • Your Intent: Pass the right mix of ideas that best meet the organizational objectives of: • Financial Performance • Customer Satisfaction • Employee Morale
Scenario One Tactics • Tension Strategy: Relax to think of new ideas • Tactic: Focus attention on relaxing idea (Neutral to positive towards “Do Filing” without letting it pass). • Tactic: Align with people (click in Oli’s green zone). • Order: Talk about but don’t pass “Do Filing”, switch back right away from “Look for Apartment”. Continue to encourage Oli to contribute ideas by clicking in his green zone. • Work Strategy: Identify the critical work • Tactic: Conclude Ideas (Team Coffee & Apartment) • Tactic: Intro Ideas (Computer & Business Cards) • Order: Pass “Team Coffee Break”, Intro/Pass “Computer Set Up”, Pass “Look for Apartment”,Intro/Pass “Business Cards”
Notes: Your goal is to build a rapport with your employee (Oli) on your first day as his supervisor. One way to do that is to listen to him & his ideas - let him vent and open up to you – ask him questions, actively listen & give supportive/neutral comments to him & his ideas. A participative or delegative style works best with Oli in this situation. A directive approach that just focuses on Work (Nortic Cards & Computer Set Up) won’t help with his morale or fostering creativity (he won’t open up to you & invite you to the Team Coffee Break, which would help you get into the “inner circle” and find out what is really going on in your Dept.)
Scenario Two Strategies • Power Strategy: Build a faction • Your Intent: Support ideas that unite your team • Avoid divisive ideas • Work Strategy: Identify the critical work • Your Intent: Pass the right mix of ideas that best meet the organizational objectives of: • Financial Performance • Customer Satisfaction • Employee Morale
Scenario Two Tactics • Power Strategy: Build Factions & Empower Others • Tactic: Support and pass uniting ideas of “Fix Environment” and “Fix Morale” • Tactic: Avoid divisive issues like “Coffee Shop” and “Stop Complaining.” These issues are ‘hot potatoes/land mines’ that create fighting and increase tension. • Work Strategy: Identify and Complete the Critical Work • Tactic: Once introduced, support and pass “Crisis Looming” – to get their ‘buy in’ and not just issue an order • Tactic: Support and pass “Use Automation” • Tactic: Support and pass “Raise Retention to 65%” • Tactic: Discuss “Raise Retention to 40%” but don’t pass it
Notes By being directive at first & introducing “Fix Morale” or “Fix Environment” you can get Rosa’s buy-in & form an alliance with her on this issue. Be sure to give her positive reinforcement when she supports these issues. It’s important to find common ground & build some positive momentum quickly with Oli or Rosa around unifying issues; otherwise this meeting spirals out of control & is very unproductive. Once they also see that “Crisis Looming” is an important issue, you can get their buy-in & support on this issue too. Then once you have their cooperation on “Morale” and “Fix Environment” and “Crisis Looming” you can be more participative and let them focus on the other key issues.
Scenario Three Strategies • Ideas Strategy: Excite to think of new ideas • Your Intent: There are hidden ideas that need to be uncovered. • Power Strategy: Build Factions with Rosa and Oli while Partnering with Herman (an authority) • Your intent: You need a power base that involves Rosa, Oli, and Herman. • Work Strategy: Identify & Complete the Critical Work • Your Intent: Pass the right mix of ideas that best meet the organizational objectives of: • Financial Performance • Customer Satisfaction • Employee Morale
Scenario Three Tactics • Ideas Strategy: Excite to think of new ideas • Tactics: Introduce and Focus on “Cut Expenses” to raise tension • Tactic: Bring in passive characters (Herman) and he will bring up “Call Center Work” idea. • Power Strategy: Build Factions & Partner with Authority • Tactics: Support Rosa, Oli, and Herman after “Call Center Work” idea is introduced. • Work Strategy: Identify & Complete the Critical Work • Tactic: Pass “Call Center Work”, “Cut Expenses” & “Rosa on Sales Call” ideas. • Tactic: Don’t let Will pass his “Sales Retreat.”
Notes – how to “manage up” without having formal authority. Your mission in scenario 3 is to challenge the status quo (Will’s sales retreat – which is an expensive party & a waste of corporate resources) and to raise tension to a more productive level & get others to generate new/hidden ideas (which may be in the best interest of the company). Unlike scenario 1 where you tried to lower tension to foster creativity, here you want to challenge the status quo by using strategies & tactics to raise tension (see the back page of your workbook for some quick tips). Once Herman introduces the “Call Center” idea, you can form an alliance with him and support that idea. Then also bring in your subordinates (Oli & Rosa) by asking them to weigh in on the Call Center idea. Once Will sees that the entire group and his boss (Herman) now supports that idea, he will back off of his “Sales Retreat” idea. You should never have to click in Will’s red zone or even his idea of “Sales Retreat.”
Scenario Four Strategies • Power Strategy: Build Factions and Partner with Authority • Your Intent: You cannot pass critical ideas by yourself. • Your Intent: You need a power base that involves either Alan or Herman. • Your Intent: Align the group around shared goals. • Work Strategy: Identify & Complete the Critical Work • Your Intent: Pass the right mix of ideas that best meet the organizational objectives of: • Financial Performance • Customer Satisfaction • Employee Morale
Scenario Four Tactics • Power Strategy: Build Factions and Support • Tactics: Introduce and support “Who’s Downsized?” and Alan directly (click in Alan’s green zone). • Tactics: Introduce and support “Consolidate IT” and “More Client Contact”. • Tactics: Support Herman and Will when they are tense by clicking in their green zone. • Work Strategy: Identify & Complete the Critical Work • Tactic: Pass “More Client Contact,” “Consolidate IT,” “Combine Sales,” “Keep HR Policies” & “Keep Vendors” ideas. • Tactic: Don’t let “Senior Meeting” or “Fire Nortic Vendors” pass.
Notes Similar to Meeting Two - two ideas will unite & unify the group, “More Client Contact” and “Integrate IT” - they should be used to pull people together, gain some agreement and positive momentum to then tackle the other important issues. Without formal authority, you can weigh in at the right time, around the right issues with the right people. Form an alliance, partner with an authority figure, increase the group’s opinion of you and your personal influence to positively impact the outcome (business results) of this meeting.
Scenario Five Strategies • Idea Strategy: Relax the group to think of new ideas • Your Intent: Uncover hidden ideas. • Work Strategy: Identify & Complete the Critical Work • Your Intent: Pass the right mix of ideas that best meet the organizational objectives of: • Financial Performance • Customer Satisfaction • Employee Morale
Scenario Five Tactics Idea Strategy: Relax to think of new ideas • Tactics: Support and pass either “Alan talks to press” or “Will talks to press” to get the issue off the table quickly. • Tactic: Support “Do Nothing” idea repeatedly and click on everyone’s “green zone” until “Low-cost provider” idea appears. Do not pass “Do Nothing” idea, just discuss it to lower tension. • Work Strategy: Identify & Complete the Critical Work • Tactic: Pass one of “Low-cost Provider,” “Best Products,” or “Best Service.” • Tactic: Pass one of “Rebuild Facility” or “Move to States”. • Tactic: Don’t let pass “Downplay to Press” or “Do Nothing”.
Notes The last meeting is mostly about lowering the tension. One idea, “Do Nothing” will lower the tension considerably. But everyone in the room dislikes your focusing on it as long as you have to. So part of being a leader is doing the right thing, even when the group is pushing hard at you not to. Some people just can't stand the peer pressure! Try using the right click on the idea of "Do Nothing" to introduce it negatively. That way it doesn't cost you any personal influence to introduce it. It also works in the real world if you want to introduce an idea without any cost to you personally; for example, ..."I'm not sure if this would work, but what if we...." You will get credit for it if it's a good idea and it won't hurt if it's a bad idea because you introduced it negatively.
