Page 33 - Twenty Four Lessons for Mastering Your New Role

Stettner24.qxd 11/6/2002 3:46 PM Page 23
someone expresses frustration, concern, or uncertainty about a busi-
ness-related matter, lend an attentive ear. If the person has a big ego,
you may want to frame your proposed solutions as questions, not
statements. Asking, “Have you tried ...” works better than declaring,
“I think you should try ...”
Spread the word when you admire how someone acts. When a
colleague wins an award or a senior executive makes a decision you
deem gutsy or visionary, tell everyone from your employees to ven-
dors and suppliers. As the messenger of good news, you’ll gain allies
when the subjects of your admiration hear how much they’ve
impressed you.
Congratulate individuals on their achievements. If a co-worker
earns a professional designation or tells you that his son won a col-
lege scholarship, offer to host an office party. Your selfless attention
to others will not only brighten their day, but it will make your job
easier as allies from all sides root for your success.
Follow these steps to gain allies:

Converse, don’t compete: Seek to learn from others, not beat them
in conversation. Don’t try to top their stories or show off your knowl-
edge. Refrain from petty arguments; if you disagree, raise your con-
cerns diplomatically while dignifying opposing views.
Recognize what’s right when you hear it: If you like what you hear,
say so! At least nod or smile. Keeping a stone face won’t endear you
to speakers who may wonder if you’re listening to them.

Satisfy WIIFM longings: Consider the self-interests of others when
you’re talking to them. Decide “What’s In It For Me” from their
point of view—and deliver the goods.

“Getting along with others is the essence of getting
ahead, success being linked with cooperation.”
—William Feather

22