Thursday, December 30, 2010

Top 5 Things Affecting Excess & Surplus Market in 2011

Top 5 Things Affecting Excess & Surplus Market in 2011


Insurance Journal


National News

Top 5 Things Affecting Excess & Surplus Market in 2011




Excerpts:


Based on events that happened in 2010 or are expected to occur next year, the top five areas for opportunity and difficulty in 2011 are:

1.) Network Security/Cyber Liability

2.) Healthcare

3.) Competition from Standard Markets

4.) Federal Legislation

5.) Economy

"Small business will begin to grow again and those [agents] who are experts in cyber liability, environmental and technology, and can deal with those exposures will be able to distinguish themselves," says Heaton.


Read more: http://www.insurancejournal.com/news/national/2010/12/30/115930.htm#ixzz19cr2MYkX





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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Salary Increases Expected to Be Modest in 2011 - WSJ.com

Salary Increases Expected to Be Modest in 2011 - WSJ.com


Wall Street Journal
12/27/2010


Modest Pay Increases Expected in Year Ahead


Companies to Raise Salary Budgets a Median of 2.8%; Energy and Life Sciences to See Biggest Gain


By JOE LIGHT


Excerpts:



Raises in 2011 are set to be better than last year, but not by much.


Companies plan to raise their salary budgets a median of 2.8% in 2011 after giving median 2.4% raises in 2010, according to a survey by management consulting firm Hay Group.





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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Saturday, December 25, 2010

10 Questions to Help Leaders Prepare for the New Year | TanveerNaseer.com

10 Questions to Help Leaders Prepare for the New Year TanveerNaseer.com


Tanveer Naseer

10 Questions to Help Leaders Prepare for the New Year

As we slowly approach the end of another year, there is once again a discernible feeling of anticipation for what the upcoming year will bring. In many ways, this is quite natural and expected since, like a present wrapped in shiny paper, the start of a new year often stirs a sense of optimism that better times and new opportunities for recovery, growth and development await us just around the corner.

While leaders use the end of the year to focus on developing plans for what they need to achieve in the new year, it’s also important that they not lose sight of the lessons learned over the course of the previous one. Indeed, the successes and failures incurred over the past twelve months can provide a wealth of insights that can help leaders chart a clearer path towards their organization’s goals, provided that they take the time to reflect and review on what came out of these past outcomes.

With this in mind, here are ten questions leaders can ask to reflect and assess both their own performance and that of their employees, and how they can ensure that their team remains focused and driven toward reaching their shared goals:

1. What goals did we succeed in reaching this past year?

2. What goals did we fail to achieve and why? What obstacles did we encounter and how can I help my team overcome them now that we’re aware of these challenges that stand in our way?

3. How many failures did we encounter and did we really learn anything from them? Is there a risk that we’ll repeat them or have we properly addressed and resolved the issues behind our failure?

4. How can I encourage my employees to be more open to failure? To stepping forward with new ideas for us to test and explore without fearing that the outcome might be not what we hoped for?

5. What unexpected opportunities came up and what did we learn from them? How did my response shape the reactions of those I lead?

6. How consistent was my message to my team? Did I respond to misunderstandings by listening to what was being said and clarifying what I meant?

7. How much time did I spend outside of my office, watching how my team operates and listening to what’s going on around them? How can I make myself more aware of the challenges they face and how it impacts our goals?

8. Did I provide my team with enough opportunities for growth and development? What other measures can I use to improve the coaching/mentoring I offer to my team?

9. What events/moments during the past year opened my eyes to new ideas, insights or opportunities for growth? What can I do to learn more and explore these untapped outlets for growth?

10. Who did I often turn to for support, guidance and calls to action? Can they continue to help me as I move forward? And how can I help them succeed with their goals?

Naturally, there are other questions we can ask ourselves that can help us with assessing what we’ve done and where we can go next. But by asking ourselves these questions listed above, leaders can ensure that their focus is directed on building on their team’s accomplishments, as well as on what they’ve learned through their experiences over the course of the year, both key factors to creating a realistic guide for where we want – and can – grow in the coming year.

With such a guide at their disposal, leaders stand to benefit from not only from having a clear sense of direction of where they need to lead their team over the coming months, but also a keen appreciation for where they’ve been and the lessons learned along the way.





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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Wednesday, December 22, 2010

MOST COMPANIES HAVE NO CEO SUCCESSION PLAN

HSC Media

Human Capital News Update
MOST COMPANIES HAVE NO CEO SUCCESSION PLAN
12/22/2010

A majority of global companies do not have a CEO succession plan in place, even though they regard CEO succession as an important element of overall corporate governance, according to the Korn/Ferry Executive Survey.
Nearly all companies surveyed - 98 percent - regard CEO succession planning as an important piece of the overall corporate governance process. Yet, only 35 percent of respondents are prepared for either the unexpected or planned departure of their CEO.
The survey also revealed that 43 percent of respondents have not increased their attention to succession planning in response to recent scrutiny and headlines focused on hasty CEO departures.
Nearly half of respondents, 49 percent, have not put a succession plan in place in the last three years.
"Given the number of abrupt, high profile executive departures this year, it's surprising that more companies are not acting with greater urgency to put a CEO succession plan in place," said Joe Griesedieck, vice chairman and managing director of the Korn/Ferry board & CEO services practice. "In today's environment, succession planning should be a part of any company's standard approach to governance." Korn/Ferry International, based in Los Angeles and with a presence throughout the Americas, Asia Pacific, Europe, the Middle East and Africa, is a global provider of talent management solutions.



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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Listening skills can smooth path to career success - KansasCity.com

Listening skills can smooth path to career success - KansasCity.com

Kansas City Star



Listening skills can smooth path to career success




Forget about listening for reindeer hooves on the roof. Better to listen well to whoever is talking.

Good listening is an essential career skill. The best managers and executives usually are good listeners. But that's not always a skill that happens naturally. It can take work.

Laura Janusik, associate professor of communication at Rockhurst University in Kansas City, Mo., and current president of the International Listening Association, says active listening can help job hunters and workers alike.

Good listening means you:

-Pay attention.

-Don't interrupt or talk over the other person.

-Confirm what you heard so the other person knows you understood what was intended.

-Use eye contact, head nods and verbal cues (uh-huh) while the other person is talking.

-Remember who told you what so you can properly give credit where due.

Janusik says good communication skills are ranked among the top prerequisites for many jobs, but it's a mistake to think that only means the ability to speak well. Listening skills need to be fine-tuned, too.

"Research shows there's a distinction between listening for and listening to," she said. "Often we listen for what we think we're going to hear. We put a filter on and don't hear the whole message.

"And that's why confirming is so important. It gives the speaker the opportunity to correct you if you misunderstood."

Janusik said research also shows that women tend to give more "behavioral listening" cues - eye contact and nods - than men.

Men hear and understand just as well as women, but if they don't give the same visual cues, they may have more trouble building relationships that help build workplace rapport, she said.

Research also shows that men may be more likely to cut off the "venting" part of a conversation and jump to the "fix it" stage, she said.

That can be good for getting things resolved quickly, but it also can stop the exchange of information and trust-building that improves professional relationships.

ABOUT THE WRITER

Diane Stafford is the workplace and careers columnist at The Kansas City Star. Her "Your Job" blog at economy.kansascity.com includes daily posts about job-related issues of wide interest. Readers may write to her at: Kansas City Star, 1729 Grand Blvd., Kansas City, Mo. 64108-1413, or by e-mail at dstafford@kcstar.com.



Posted on Tue, Dec. 21, 2010 07:10 AM


Read more: http://www.kansascity.com/2010/12/21/2534420/listening-skills-can-smooth-path.html#ixzz18qg0qwx0




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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

You Can't Multitask, So Stop Trying - Paul Atchley - The Conversation - Harvard Business Review

You Can't Multitask, So Stop Trying - Paul Atchley - The Conversation - Harvard Business Review

Harvard Business Review


The Conversation



You Can't Multitask, So Stop Trying




The year end is a busy time for almost everyone. As we use our smartphones to confirm online gift orders, we're also trying to wrap up those work tasks we should have finished in November. We feel overwhelmed but also productive, pleased with our ability to juggle so many things. In reality, however, that sort of behavior makes us less effective in our jobs and our lives.

Based on over a half-century of cognitive science and more recent studies on multitasking, we know that multitaskers do less and miss information. It takes time (an average of 15 minutes) to re-orient to a primary task after a distraction such as an email. Efficiency can drop by as much as 40%. Long-term memory suffers and creativity — a skill associated with keeping in mind multiple, less common, associations — is reduced.
We have a brain with billions of neurons and many trillion of connections, but we seem incapable of doing multiple things at the same time. Sadly, multitasking does not exist, at least not as we think about it. We instead switch tasks. Our brain chooses which information to process. For example, if you listen to speech, your visual cortex becomes less active, so when you talk on the phone to a client and work on your computer at the same time, you literally hear less of what the client is saying.

Why do we try?

Our brains are wired to respond strongly to social messaging, whether it is verbal or non-verbal. Knowing and improving our status, expanding awareness of our group, is important to us, and as a result information that helps us do that is often processed automatically, no matter what else we are trying to focus on.

Remote distractions, the ones aided by technology, are often unaware of current demands on us. People who call you at work, send you emails, or fire off texts can't see how busy you are with your current task. Nor can Twitter feeds or email alerts. As a result, every communication is an important one that interrupts you.

Also, we crave access to more information because it makes us comfortable. People tend to search for information that confirms what they already believe. Multiple sources of confirmation increase our confidence in our choices. Paradoxically, more information also leads to discomfort, because some of it might be conflicting. As a result, we then search for more confirmatory information.

What can we do about it?

Technological demands are here to stay. What can you do to avoid overload?

First, make an effort to do tasks one at a time. Stick with one item until completion if you can. If attention starts to wane (typically after about 18 minutes), you can switch to a new task, but take a moment to leave yourself a note about where you were with the first one. Then give the new task your full attention, again for as long as you can.

Second, know when to close your door. In the "old days," people did this when they had to work hard on something. Doing the same thing to the electronic equivalent is perhaps even more important if you want to be productive and creative. Set aside time when people know you are going to focus.

Third, admit that not all information is useful. Consider which communications are worthy of interrupting you, and what new data you should seek out. When doing a Google search, ask if you are just accessing links that confirm what you already believe or those that challenge those beliefs. Similarly, know the difference between social networks, which are likely to confirm your choices and therefore make you feel good, and knowledge networks, which might challenge them, and therefore help you make a better decision.

Paul Atchley, Ph.D. is an associate professor of Cognitive Psychology at the University of Kansas.





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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Tuesday, December 21, 2010

Seth's Blog: Who's on your list?

Seth's Blog: Who's on your list?

Seth Godin's Blog

Who's on your list?




Years before he filmed the Godfather, Francis Ford Coppola met Al Pacino and they almost made a movie together.

Later, when it was time to cast his greatest film, Pacino was an obvious choice for Coppola.

Ask any successful director for a list of actors or cinematographers or screenwriters they'd like to work with and they can answer you, instantly. They're always keeping lists.

Do you have one? If your firm has an opening for a hire or a freelancer, do you have the name ready, instantly, the one you've been waiting for a chance to work with?

The worst time to go looking is when you need one, badly.





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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Why You Should Reminisce About the Future - Bill Taylor - Harvard Business Review

Why You Should Reminisce About the Future - Bill Taylor - Harvard Business Review

Harvard Business Review

Bill Taylor

A note from Bill: My new book, Practically Radical, launches two weeks from today. In this post, I thought I'd highlight one of my favorite pieces of language from the book — a phrase that seems particularly appropriate as we begin to think about resolutions for the New Year.

Robert MacDonald, one of the most offbeat and opinionated insurance-industry executives I've met (yes, I know, he doesn't have tons of competition), has a way with words when it comes to innovation. The art of starting something new, he says, is a matter of "reminiscing about the future." That is, conjuring up a set of ideas and practices that are so extreme that established companies can't begin to make sense of them, let alone respond to them — and painting a vivid picture of what your organization can become if it delivers on its change-the-game agenda.

That was the spirit behind LifeUSA, MacDonald's memorable contribution to an industry whose record of innovation is pretty forgettable. "If we had listened to the experts," he says, "we would have limited our goals and focused on the states around Minnesota, where we were based. But because we reminisced about the future, we started out as a national company competing against the giants of the field. We painted a picture of the future we wanted to create."

That picture became a compelling reality. LifeUSA took shape at a time when the insurance business was synonymous with poor service, slow decision-making, and bureaucratic complacency. (Some things never change.) MacDonald's response? A blank-sheet-of-paper outfit infused as much by the lightning-quick pace of Silicon Valley as by the humdrum pace of life in Hartford and the industry's other outposts. He vowed that the company would make commission payments to agents within 24 hours, issue policies to customers within 48 hours, and respond to questions within 48 minutes — unheard-of promises at the time. He paid independent agents in part with stock options (again, an unheard-of practice) and shared both ownership and detailed information about the business with all rank-and-file employees.

"How we did business was as important as what we sold," MacDonald told me. "The big companies simply couldn't treat people the way we did, either because the bureaucracy wouldn't allow it, or because they had no concept of how to do it."

Thanks to its one-of-a-kind ideas and practices, LifeUSA started fast, got big, and went public. In just a decade, the company signed up 85,000 agents and attracted $6 billion worth of assets — off-the-charts performance that got the attention of Allianz, the German insurance giant, which paid a huge price to acquire MacDonald's outfit, and then put him and his unorthodox colleagues in charge of its life-insurance business in North America.

"I remember when we started," MacDonald says. "People asked, 'How can you compete with Prudential and New York Life?' My answer was, and I didn't mean to seem arrogant, 'How can they compete with us?' They were responding to yesterday's market. We were reminiscing about the future. If we'd tried to be a little better than Prudential or New York Life, we would have failed. We had to do something completely different."

Most thinking about strategy, competition, and innovation emphasizes the intricacies of business models: revenues, costs, niches, leverage. But mental models are what separate organizations that break from the pack from those that are stuck in the middle of the road. That's why startups often come so far so fast, and have had such an enormous impact on the economy — even when they go head-to-head with giant rivals that can draw on more money, power, and traditional clout. They are successful precisely because they don't look, talk, behave, or compete like other companies in their fields. They are outliers, extremists, game changers.

What's also striking about such start-from-scratch innovators is that their extreme opinions often leave the old guard baffled, confused, and unable to muster an extreme makeover. It's certainly possible for incumbents to devise creative responses to fast-changing markets, fast-moving technologies, and demanding customers. But most big companies fail miserably at making big change, and the biggest obstacle is the pull of old mental models — how comfortable it feels to be pretty good at everything, how unsettling it feels to become the most of something.

As we approach the New Year, how are you planning to "reminisce about the future"?


William C. Taylor is cofounder of Fast Company magazine and author of Practically Radical: Not-So-Crazy Ways to Transform Your Company, Shake Up Your Industry, and Challenge Yourself, coming January 4, 2011.




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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Friday, December 17, 2010

Guilty People Make Good Managers - HBR IdeaCast - Harvard Business Review

Guilty People Make Good Managers - HBR IdeaCast - Harvard Business Review


Fascinating. Audio 12 minutes.


Guilty People Make Good Managers



Guilty People Make Good Managers
4:04 PM Thursday December 16, 2010 Comments (2)

Featured Guest: Frank Flynn, Stanford Business School professor and subject of the forthcoming HBR article Guilt-Ridden People Make Great Leaders.



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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Wednesday, December 15, 2010

How to Deal With a Passive-Aggressive Peer - Amy Jen Su and Muriel Maignan Wilkins - The Conversation - Harvard Business Review

How to Deal With a Passive-Aggressive Peer - Amy Jen Su and Muriel Maignan Wilkins - The Conversation - Harvard Business Review



How to Deal With a Passive-Aggressive Peer





You're at the weekly team meeting. Everyone around the table vigorously nods their heads and agrees to a series of action steps. Meeting ends. Three days later, you find out that one of your peers must have blacked out during the head nodding — because he went off and did his own thing. And it's not the first time he's done this... it happens over and over again. Welcome to the passive-aggressive peer club.

What is the meaning of the paradoxical term passive aggression, all too often loosely used to describe fellow co-workers (and relatives, too, but that's a whole other blog post not befitting of HBR)? According to the National Institutes of Health, a passive aggressive condition is one in which a person seems to actively comply with the desires and needs of others, but actually passively resists them. The NIH goes on to explain that a passive-aggressive person may appear to comply with another's wishes and may even demonstrate enthusiasm for those wishes. However, (ominous music here) the person will tend to perform the requested action too late to be helpful or in a way that is useless or straight up sabotages the action to show anger that he cannot express in words. We've seen our share of passive-aggressive peers in our work lifetime. How about you?

Enough with the diagnosis and let's get to the good stuff. After all, you've got a job to do, results to deliver, and an organization to run. How do you deal with the passive-aggressive peer in your life without losing it? This type of behavior can derail your efforts to get results. And, the fact that this person is a peer makes it more challenging because you have to influence without authority. Before we explore some coping strategies, we are going to assume that you've already tried giving your peer effective feedback and it hasn't worked. If you haven't given him feedback, start there. [1] Tell him what you observe and [2] the impact it's having and [3] give him suggestions as to how he can approach the situation differently. If feedback works, fantastic. If not, here are a few other things you can focus on to help minimize the noise this relationship causes:

1. Focus on the Problem, not the Person
Be honest with yourself. Has your past experience with your passive-aggressive peer negatively tinted every interaction you have with him? If so, recognize that this may be contributing to the difficulty of the relationship. Stop focusing on his personality and everything that bothers you about it. You can not force him to change. What you can do is focus on how to achieve the actual work issue at hand despite your peer's style. This will help you move forward instead of pining over a more ideal situation. Wishful thinking that your peer will see the light and change overnight is fruitless.

2. Don't Take it Personally
This is a simple one: stop thinking it's all about you. The chances that your peer is passive aggressive with other team members is high. But don't take our word for it. Observe him in action (or lack thereof) with others. What do you notice? You'll probably see that he behaves the same way with them (i.e., says the presentation looks fine and then completely reworks it at the last minute). If this looks familiar and his behavior is pervasive with others and not just you, stop taking it personally. This step alone can relieve some of the personal toll you take from dealing with this individual. You need all the energy you can fathom as a leader — don't waste one ounce of it trying to figure out why he acts this way with you.

3. Focus on Follow Through
Remember that you sit on a team — not alone in a silo. Use the strength that lies in your team to deal with your peer. We're not suggesting that you gang up on him! Rather, have teammates confirm expectations. For example, if you're in a meeting discussing next steps, make sure everyone articulates what they heard and verbally communicates what they commit to in specific terms (not just head nodding). This will accomplish two things: (1) your peer will have to openly declare his commitment to follow through and (2) the rest of the team will expect follow through. Ensure there are ways to solidify expectation setting and follow through across the team.

Practice these steps. They may not completely remedy your peer's approach but they certainly will help buffer some of the noise this situation is causing. What's been your experience in dealing with passive-aggressive peers? What strategies have you used to deal with the situation?

Amy Jen Su and Muriel Maignan Wilkins are co-founders and managing partners of Isis Associates, a boutique executive coaching and leadership development firm.




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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Monday, December 13, 2010

Seize the Persuasive Moment after "Thank You" - Steve Martin - The Conversation - Harvard Business Review

Seize the Persuasive Moment after "Thank You" - Steve Martin - The Conversation - Harvard Business Review

Harvard Business Review



Seize the Persuasive Moment after "Thank You"







- The principle is reciprocation: the psychological phenomenon in which we feel drawn to repay what another has provided for us first.


- reciprocation requires us to take the lead and be the first to give


- take advantage of the very moment when you are at your most persuasive: the moment immediately after someone has thanked you.


- highlight the help and assistance you have given in a specific way that will increase the likelihood that it will be reciprocated fully in the future. For an individual, that means "Happy to help — I know how valuable it would be to get your help if I ever need it." Or, "No problem — I know that if the situation were ever reversed, you'd help me."

- And in a more formal business setting, if you're looking to secure future business opportunities from your currently satisfied customers, it's: "You're most welcome. It's what we at XYZ Corp. do for our important customers" or "I am glad that we were able to resolve this issue. It's the sort of thing you can be assured of when you deal with ABC Inc."

- The key to optimising the principle of reciprocation, then, is a two step approach: [1] give help or assistance first and then [2] be sure to position your help as part of a natural and equitable process of give and take.

Article:


You are more likely to invite a neighbor to the party you're hosting this weekend if they have previously invited you to one of theirs. You can be persuaded to leave the waiter a bigger tip if he places a piece of candy on the table along with your check. Fundraisers can increase the chances that you will make a contribution if they accompany their request itself with a small gift.

The principle is reciprocation: the psychological phenomenon in which we feel drawn to repay what another has provided for us first. An obvious idea, but understanding its nuances can enhance your ability to build stronger networks, create more trusting relationships, encourage long term collaboration and become more influential over others.

What is particularly fascinating about the way reciprocation works is the order of the exchange. Unlike a traditional "if you help me then I will help you" transaction, reciprocation requires us to take the lead and be the first to give in the hope that the recipient will play by the rule and respond accordingly. This isn't as naïve as it sounds; numerous studies have in fact shown that if we give first, those we invest in will very often live up to their obligations — often even more than when we demand the initial move.

A series of studies conducted by my Yes! co-authors Robert Cialdini and Noah Goldstein show how this played out in a business setting, looking, for example, at how hotels asked customers to reuse their linens. The study showed that when guests were informed that the hotel had already made a donation to an environmental organization, those guests were 45% more likely to reuse their towels and linens. This was compared to a standard approach in which guests were told that the hotel would make a donation only if they reused their towels first. Compared to this standard incentive-based message, the"give-first" strategy resulted in a more desirable change in guests' behavior, more environmentally protective outcomes, and increased cost savings for the hotel.

The same holds for other situations that require an element of persuasion. In another series of studies, researchers sought to persuade business executives to complete health and safety questionnaires about their organisation. They found that the inclusion of a $5 gift doubled the response rate compared to the promise of a reward of $50. Not only did the gift trump the reward in terms of response, success came at a tenth of the price.

However, the key to the reciprocity approach lies in your response to the message of thanks for the initial favor. How you phrase your "you're welcome" can determine your footing for your own request down the road.

Don't worry, I'm not suggesting that "Yes I did help you out and now you owe me" is the right way to go; of course you'll just be branded as someone whose help is best avoided in the future! But the much more common response —"Hey, it's no problem, I was happy to help." — isn't quite right either, because it fails to take advantage of the very moment when you are at your most persuasive: the moment immediately after someone has thanked you.

Instead, you should highlight the help and assistance you have given in a specific way that will increase the likelihood that it will be reciprocated fully in the future. For an individual, that means "Happy to help — I know how valuable it would be to get your help if I ever need it." Or, "No problem — I know that if the situation were ever reversed, you'd help me."

And in a more formal business setting, if you're looking to secure future business opportunities from your currently satisfied customers, it's: "You're most welcome. It's what we at XYZ Corp. do for our important customers" or "I am glad that we were able to resolve this issue. It's the sort of thing you can be assured of when you deal with ABC Inc."

The key to optimising the principle of reciprocation, then, is a two step approach: [1] give help or assistance first and then [2] be sure to position your help as part of a natural and equitable process of give and take.

And by the way, if you found this article helpful, please let me say: "I am delighted that you found it so useful. It's the sort of thing you should expect from the blogs on HBR.org."


Steve Martin CMCT is co-author of the New York Times Bestseller Yes! 50 Scientifically Proven Ways to be Persuasive and Director of INFLUENCE AT WORK UK.






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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Friday, December 10, 2010

Why Good Advice Sometimes Feels So Bad - Edward Hallowell - The Conversation - Harvard Business Review

Why Good Advice Sometimes Feels So Bad - Edward Hallowell - The Conversation - Harvard Business Review


The Conversation



Why Good Advice Sometimes Feels So Bad





Consider this, from Science Daily, Dec. 1, 2010:

New research by University of Minnesota psychologists shows how social support benefits are maximized when provided "invisibly" — that is, without the support recipient being aware that they are receiving it. The study, "Getting in Under the Radar: A Dyadic View of Invisible Support," is published in the December issue of the journal Psychological Science.

In the study, graduate student Maryhope Howland and Professor Jeffry A. Simpson suggest there may be something unique about the emotional support behaviors that result in recipients being less aware of receiving support. Receiving social support, such as advice or encouragement, is typically thought of as positive, a generous act by one person yielding benefits for another in a time of need. Effective support should make someone feel better and more competent, it is generally acknowledged. However, what is supposedly considered "support" may make someone feel vulnerable, anxious or ineffective in the face of a stressor, Howland and Simpson found.

It seems to me that this study is as relevant for managers as it is for romantic partners, who were the actual subjects in the study. It is a truism that employees need support, and that enlightened management does all it can to provide support. But this study suggests that if the support is provided too obviously, too visibly, it can actually make a person feel worse. Support that is too blatant risks making the recipient feel as if he needed support, which is not a feeling most people in the workplace feel comfortable acknowledging. Well-intended though it may be, visible support can backfire, and make the employee feel resentful, insecure, and worried.

So what is a manager to do? Withhold support? We know that causes problems. Give support? We see that that can cause problems, too. So what then? Send anonymous notes of support? Sneak up from behind the employee and whisper in her ear, "We value you!" then disappear before she can turn and see you? Kidding aside, how you offer support can turn the well-intended but clumsy offer into the kind of support that actually boosts performance.

The best support comes naturally, organically; not on cue, not on script. The best support feels as if it is simply a part of the ongoing conversation in the workplace. It enters seamlessly into the discussion. If the manager intended to be supportive, the employee never detected that intention. Spouses yearn to hear the words, "I love you," but if they are asked for or sound the least bit rehearsed, they mean nothing, or can be counterproductive. Same deal at work. Employees yearn to feel valued, but if the manager doles out statements of valuation he can actually undercut the employee's feeling of worth.

Making an employee feel valued is one of the most important things a manager can do (my book Shine goes into some of the ways, based on the latest psychological evidence, that managers can bring out the best in people). But as the study by Howland and Simpson shows, it is also one of the most difficult things for a manager to do.

The takeaway: Learn how to value people subtly. How? Subtle actions, like making eye contact; asking a person his or her opinion on something, anything; noticing the person, not complimenting, simply noticing; recalling something the person said yesterday, last week, or last month; giving a high five; or recalling a past success when times are tough. These are subtle expressions of support — and if you start to think about it, you can come up with scores more.

But the best are the ones you don't even think of. You just do them naturally, invisibly, because you feel what you feel. You're glad to be working on your team and you show it. That's the best support.

What works for you? How do you show support? What kinds of support make you feel the most valued?

Edward Hallowell, MD, is a psychiatrist, served as an instructor at Harvard Medical School for 20 years, and is the director of the Hallowell Centers in New York City and Sudbury, Massachusetts. He has written two popular Harvard Business Review articles and authored eighteen books, including the national bestseller Driven to Distraction, that have sold millions of copies. His forthcoming book, Shine, is due out in January from Harvard Business Review Press.





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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

How to Reach Out After Losing Touch - Jodi Glickman - Harvard Business Review

How to Reach Out After Losing Touch - Jodi Glickman - Harvard Business Review


Harvard Business Review:



Jodi Glickman



How to Reach Out After Losing Touch




The good news is that it's entirely possible to reconnect with people, even if it seems preposterous after months or years gone by. The passage of time is not a good enough reason to let a potential connection go to waste. If you have someone you've been meaning to reach out to or someone you're dying to reconnect with, here are three easy steps to make that potentially awkward exchange much less painful and potentially even fruitful:




  1. Acknowledge the lapse in time

  2. Explain the "Why now?"

  3. Offer a quid pro quo

Access Content Source: http://blogs.hbr.org/glickman/2010/12/how-to-reach-out-after-losing.html?referral=00563&cm_mmc=email-_-newsletter-_-daily_alert-_-alert_date&utm_source=newsletter_daily_alert&utm_medium=email&utm_campaign=alert_date




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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Thursday, December 9, 2010

How To Win An Argument Without Words - Forbes.com

How To Win An Argument Without Words - Forbes.com

Forbes


How To Win An Argument Without WordsNick Morgan, 07.28.10, 1:09 PM ET


Excerpts:


Yet we miss some of the most powerful means of persuasion humans have when we don't consciously use nonverbal gestures to support our arguments. Nonverbal persuasion is subtle, it works more slowly, and it works mostly on the unconscious. ...... .Here are three basic steps for winning the nonverbal argument when emotions are running high. All must be done so subtly they are not consciously noticed.

[1 - Mirror] : First, mirror your adversary. ...The idea is simple enough: When the other party adopts a certain seated or standing position, try to adopt a similar one yourself. You want to move slowly until you more or less match the other person's stance. ...The idea is to take some time standing or sitting in roughly the same position as the other person. That will send an unconscious message to the person that you are on an equal level and generally in agreement with them. They will begin to trust you. But remember not to be obvious about it.

[2 - Align] If they start arguing, heckling, or violently disagreeing with you, don't mirror; align. Often strong verbal argument comes from a desire to be heard and acknowledged. If you align yourself with the person--that is, sit or stand facing in the same direction--you'll be surprised how often all protest will cease. Alignment looks and feels different from mirroring. With alignment, you stand shoulder to shoulder with someone, looking in the same direction. ... This action can be quite difficult to undertake; your natural instinct is to back away from anyone who is heckling you--or move in very close to pick a direct fight. But try alignment and watch the confrontation fizzle.

[3 - The Hands Down Gesture] If tension still remains high, use the hands-down gesture to dampen it. When tempers flare and feelings run high, spread your hands out, palms down, at about waist height, and gently push them down a couple of inches. If you're sitting at a table, you'll have to bring your hands above the horizontal plane of the tabletop. Again, this must be done so subtly that it probably isn't consciously noticed. Repeat as necessary. This gesture sends a clear message that it's wise and safe to calm down now.


Access Content Source: http://www.forbes.com/2010/07/28/body-language-argument-leadership-careers-win_print.html

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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

The Five Essential Elements Of Wellbing - Gallup Management Journal

Giving and Your Community Wellbeing

Gallup Management Journal

Novemeber 30, 2010

Excerpts:


The Five Essential Elements of Wellbeing


For more than 50 years, Gallup scientists have been exploring the demands of a life well-lived. More recently, in partnership with leading economists, psychologists, and other acclaimed scientists, Gallup has uncovered the common elements of wellbeing that transcend countries and cultures. This research revealed the universal elements of wellbeing that differentiate a thriving life from one spent suffering. They represent five broad categories that are essential to most people:


  • Career Wellbeing: how you occupy your time -- or simply liking what you do every day

  • Social Wellbeing: having strong relationships and love in your life

  • Financial Wellbeing: effectively managing your economic life

  • Physical Wellbeing: having good health and enough energy to get things done on a daily basis

  • Community Wellbeing: the sense of engagement you have with the area where you live



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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Managing Fear & Change In The Workplace - Tanveer Naseer | TanveerNaseer.com

Learn more about Tanveer Naseer TanveerNaseer.com



Managing Fear & Change In The Workplace


Tanveer Naseer


Several weeks ago, I received a review copy of Dr. Brenda Shoshanna’s latest book “Fearless”. Dr. Shoshanna is a practising psychologist and therapist and has made appearances on national television networks ABC, CBS, and MSNBC, as well in numerous publications including Boardroom, Mental Health News, and Publisher’s Weekly.

Although her book looks at managing fear from the lens of personal self-improvement, I found that many of the ideas and concepts she shares in her book relate directly to the issues leaders face in managing their organizations. As such, instead of writing a review of her book, I invited Dr. Shoshanna to discuss with me some of the ideas she shares in her book and what leaders and businesses can learn from them.

TN: In your book “Fearless”, you write about changing our perception of fear and of the resistance many of us create, consciously or otherwise, when faced with the idea of change. In fact, there’s an interesting line you wrote about change – “Change is a gift. Change is a friend” (p.35) . I think not just in personal life, but in business, change can be hard for many to openly accept.

People are programmed, deeply programmed, to want to keep everything the same. And that gives a sense of security, but really it’s a false sense of security because while you’re trying to keep everything the same all the time, life is nothing but change. It’s a kind of rigidity. The way to be most successful in your business and your work is learning how to be resilient and spontaneous and fluid; to be able to really live with change, to flow with circumstances, to be present for what’s happening right now. That’s the real art of it.

And when you’re flooded by fear, or when you’re flooded by anxiety, you can’t be present for what’s really needed right now in this moment. You might be living in the past or living in the future, or strategizing how it’s going to work out. But the real way to succeed is to be here fully and see what’s needed, what’s happening, and respond in a way that’s really on target.

TN: From a rational, intellectual point of view, I think most of us can agree that change is a natural part of life and business, and how being highly adaptive is a key trait for success. And yet, many still struggle with change, even when that change is going to help improve things, like allowing us to become better listeners for our employees or fostering some new innovative measures. So what’s behind this struggle, why is it that we have such a hard time seeing change as a gift?

What’s behind this are our feelings of fear, feelings that are keeping our anxieties going, that want us to keep things the same. So as we learn how to release these feelings of fear and anxiety – and these can be dissolved rather easily – we are more able to accept change and see it as a gift.

I want to add in keeping with this that our true security always comes from having real confidence in ourselves, and in who we really are, because when we know who we really are, we realize we have a wealth of gifts and resources and abilities to handle everything. But when we live on the surface, and don’t know who we really are, we’re not in touch with this.

TN: There’s another aspect to change that I think causes some of this fear in people and that is making mistakes. This is something you write about as well and I like that you pointed out that we “decide a mistake is a mistake” (p. 61). So how do we bridge that gap from being afraid of making mistakes and fearing failure and being weary of change, to recognizing that it’s up to us to decide how to view and learn from mistakes?

Well again this all refers back to fear, that we’re afraid that making mistakes that would make us look bad. There’s a wonderful Zen saying which is “life is one continuous mistake”. It’s natural to make mistakes, so you have to reframe the way you view mistakes. Rather than calling it a mistake, why not say ‘well, this is what happened and this is what I learned from it, and this is how I grow’. We don’t grow if we don’t try things and learn from the outcome or the consequences, and then adjust our activities.

If we don’t make mistakes, we cannot learn, we cannot grow and we become very rigid and terrified to do anything because we’re so afraid we’ll make a mistake. One of the wonderful exercises I have in the book is where I tell people you have to make three mistakes a day, make them consciously and go see what happens, because mistakes are your friend, they’re not your enemy. And you decide whether it’s a mistake. If you were to say ‘oh, look at how wonderful it is that I had the courage to try this. It didn’t work out the way I wanted, but how wonderful it is that I had the guts to get up and do something’, then instead of seeing it as a mistake, it becomes a success.

TN: I think this is the key differentiator between people who are not afraid of failure, who accept it as an opportunity to grow and learn, and those who do their best to avoid it, wouldn’t you say?

You’re absolutely right; that is the whole key. If you look at people who are considered huge successes, they have said they’ve failed a thousand times. They tried a thousand times, not because they cared so much about ‘how am I going to look?’, ‘am I going to succeed?’; what they cared about was accomplishing that task and they were fascinated by the challenge. And they saw that a mistake was just an opportunity to grow.

TN: I recently wrote on my blog about the importance of leaders focusing on command over control. Now in your book, you talk about control and how attempting to control others prevents trust, mutual respect, and open communication from taking hold. Could you tell me more about this connection, of how being controlling leads to an absence of these behaviours?

I love your distinction of command over control. I say the same thing but with different words, I say “choice over control”. You know, nobody wants to be controlled and when you try to control others, they will respond by resisting you. When you let go of this craving to control them and instead choose to communicate in a way that responds to their needs, you’ll have a much easier time getting them to come on board whatever project you want to push. But that whole craving to control comes from fear, and it comes from a lack of resilience, and lack of willingness to see other people as people and not objects to move around to fulfil your needs. No one wants to be treated that way and when you treat people that way, you are going to get a lot of backlash; it’s inevitable as that’s how people are wired.

TN: Undoubtedly, this is also what leads to conflict in the workplace and conflict is another topic you address in your book. In your chapter on conflict, you wrote “Conflict is not always negative, it can be a means of establishing a new balance when old ways of interacting are no longer effective” (p. 141). Certainly in business settings, there is a strong tendency to avoid or prevent conflict; that leaders prefer to encourage this atmosphere of there being ‘one big, happy family’. So how can we know when conflicts should be welcomed and how do we manage it so that it stays beneficial and not destructive?

Conflict is only destructive if both parties are determined to destroy one another. Conflict doesn’t mean one person is the enemy and one person is going to win and one person is going to lose. That’s the old model. If you respect every person’s part in it, and listen to it and learn from it, then it’s not about suppressing differences, it’s about welcoming them and finding a new integration.

If you suppress differences, if you suppress what you really think and feel, because you want to be one big happy family, you’re going to squelch your team’s creativity and motivation and their desire to succeed. What conflict means is that there are more than two different positions about an issue; that’s what a conflict is. So let’s find out what each person wants, what it means, why they want it, what it’s going to lead to, and why they think differently, and let’s try to make an integration of both sides and then you’re really go further.

So as long as all parties in the conflict are respected, and listened to and understood, conflict can never be destructive.

TN: My thinking on conflict is that if we keep the focus on what is our objective, how does it pertain to our shared goal, as opposed to our personal position, it’s easier to show respect for the other parties as the issue is not them, but rather which approach best serves reaching our goals.

Right, exactly and that’s very well put. You can also start in mediating a conflict by looking at what we have in common, our shared goal as you said; at what provides the greatest good. You know, conflict only comes because someone is not willing to listen to someone else; really listen and pay attention to them, and validate their value as a person and their point of view. You can validate someone’s point of view without actually taking it on or choosing to go that route and that person will still feel valued if you handled it properly.

The thing that makes conflict really destructive is usually when one person hates the other, they yell at the other person, they call each other names, and there’s no room given for everyone to treat each other with respect.

TN: Where can people find out more about your workshops and about your book “Fearless” and how can they contact you to learn more about what we discussed today?

There are two sites where you can learn more about my book – the first is http://www.becomefearless.org/ and the second one is http://www.drshoshanna.com/. You can also find out more on these sites about the workshops and consultations I offer to businesses and management on feedback, on communication, and the other topics we discussed today.

TN: Well, I certainly enjoyed the insights you shared today and how the lessons you share in your book “Fearless” can be applied to the field of business and leadership in helping us to better understand how leaders should manage those under their care.

It’s my pleasure and I’m grateful to you for inviting me to discuss my book with your readers.





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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Wednesday, December 8, 2010

Buy-In: Saving Your Good Ideas From Getting Shot Down - Jason Sylva - HBR Events - Harvard Business Review

Buy-In: Saving Your Good Ideas From Getting Shot Down - Jason Sylva - HBR Events - Harvard Business Review

Harvard Business Review


Video - Well Worth the Time Investment - 59 minutes

Buy-In: Saving Your Good Ideas From Getting Shot Down



You have a great idea, you put together a great plan, you make a terrific presentation. And then someone says, it probably won't work here. Another person says it's risky and suggests you do more research. The result: A good idea goes nowhere. And it's not just an idea that gets shot down, but your confidence in offering up a good idea the next time.

Hear change expert John Kotter talk about strategies and tactics to make sure that your good idea survives to make positive change happen.

View webinar: A conversation with change expert John Kotter.



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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Taming a temperamental superstar employee - The Globe and Mail

Taming a temperamental superstar employee - The Globe and Mail

The Globe And Mail

Human Resources


Taming a temperamental superstar employee



ANGELA KRYHUL


Special to Globe and Mail Update




When Wayne McHale was a senior executive with a large international manufacturing firm, he heard reports that staff in one of the branch offices was fed up with the arrogant and condescending attitude of a hotshot new manager.

Mr. McHale decided to nip the situation in the bud and flew out to have a confidential chat with the manager, a high performer the firm had recently hired away from a competitor.

“I made it absolutely clear that while we were delighted to have him on the team, certain behaviours could not be tolerated in a team environment,” says Mr. McHale, who is now president of management consultancy McHale & Associates in Dundas, Ont. “He was taken aback, initially, because I think the behaviours were somewhat ingrained. He was a star and had been told for too long that he was wonderful.”

Temper tantrums, sexist remarks, chronic lateness, information hoarding, playing favourites … people don’t always behave themselves at work. But what’s an organization to do when the bad behaviour is coming from a “superstar” who has a special talent, or technical capability, or who is raking in the sales, especially during a poor economy?

Some organizations actually nurture bad behaviour, according to Lew Bayer, president and CEO of Civility Experts Worldwide, a workplace consultancy in Winnipeg. For example, certain rules may not apply to someone who has formed a friendship or close relationship with a senior manager. Or a person’s behaviour is tolerated because a manager decides it’s too costly or too much hassle to seek a replacement.

Sometimes it’s the boss who’s the problem.

“I worked with this high level group of C-suite people who were screaming and swearing at each other. No one in the organization wanted to move up to this level because they weren’t comfortable with that environment,” says Marni Johnson, president of Workplace Communication & Diversity Inc. in Toronto. She is also a workshop instructor for the Human Resources Professionals Association. “The managers had created a mini-culture of almost abusive behaviour that they had all become comfortable with.”

Senior management may be reluctant to rock the boat with a high performer because they’ve come to rely on that person’s knowledge, talent, or ability to generate business. Mr. McHale says there is “always a bit of a power play going on in these situations,” but that’s why success ultimately depends on senior managers who live by standards and who aren’t afraid to make immediate and difficult decisions – even if it means cutting the star from the team.

“You can’t avoid dealing with performance issues. There is no escape. In the long term, it will come back to haunt you,” Mr. McHale says.

Ignoring or glossing over a situation can make things worse. A disruptive individual can affect co-workers’ personal health, productivity, communication, co-operation, creativity and quality of service. “You see a revolving door around that individual. Most people join a company for the company, but they leave because of the boss,” Ms. Johnson says.

Too many just keep their mouths shut and are stressed and miserable all day long, she adds. “I’m amazed by the number of people I talk to who are taking anti-depressants.”

When it comes to the hijinks of a high performer, where you draw the line usually comes down to the bottom line.

Ms. Bayer advises clients to attach a dollar value to every minute spent managing the repercussions of one person’s actions. And everything counts – from the 15 minutes a co-worker spends crying because she was verbally abused, to the time spent placating an offended client, to the number of sick days taken by people who are bullied by their supervisor.

“When you tally it all up, it becomes glaringly obvious that the costs far outweigh whatever production benefit there is to this individual,” Ms. Bayer says. “The minute one person's personal choices impact the business priority … that’s where to draw the line.”

In June, Ontario got tougher on workplace violence and harassment with new legislation. Bill 168 defines workplace violence as actual or threatened physical force, while harassment includes “vexatious” comments or conduct such as bullying, intimidating or offensive jokes or innuendos, displaying or circulating offensive pictures or materials, and offensive or intimidating phone calls.

“If you don’t investigate and the situation escalates, you could become what’s termed ‘vicariously liable,’” Ms. Johnson says.

Unfortunately, organizations typically wait until a situation reaches a crisis point before calling in help. Dave Hagel, principal of High Performance Human Resources in Burlington, Ont., says he sometimes feels like Winston Wolf, the character in the film Pulp Fiction who specialized in cleaning up messes.

“I always tell my clients I don’t want to be Mr. Wolf. I want to be more pro-active and come in at the beginning,” he says. “Some of those cases we can salvage, and some we can’t if it’s too far gone. If the problem is too advanced and too complicated to resolve, the only way is to get rid of the employee.”

If the star performer is worth keeping, coaching can help. But only if he or she is open to the idea, Ms. Johnson adds. “One of the first things I say is ‘Let’s not look at this as a punitive type of activity. This organization is investing in you and it’s a great opportunity for development.’ It’s an easier pill to swallow if we talk about it in terms of leadership.”

Five behavioural red flags


  • Consistently ignoring company guidelines

  • Disrespecting other people by always showing up late

  • Failing to keep certain team members in the loop

  • Failing to treat others with dignity or respect

  • Threatening or carrying out physical violence or verbal abuse

Sources: Wayne McHale, Lew Bayer; Dave Hagel; Marni Johnson





********************************************************http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.

Tuesday, December 7, 2010

Why Extraverts Are Not Always the Most Successful Bosses

Why Extraverts Are Not Always the Most Successful Bosses

WorldAtWork NewsLine



Why Extraverts Are Not Always the Most Successful Bosses

Nov. 29, 2010 — Conventional wisdom tells us that leaders stand up, speak out, give orders, make plans and are generally the most dominant, outgoing people in a group. But that is not always the case, according to new research on leadership and group dynamics from The Wharton School.

In fact, introverted leaders can be more effective than extraverts in certain circumstances. The determining factor is who leaders are managing, according to author Adam Grant and co-authors Francesca Gino of Harvard Business School and David Hofmann of the University of North Carolina's Kenan-Flagler Business School. Their paper, forthcoming in the Academy of Management Journal, is titled "Reversing the Extraverted Leadership Advantage: The Role of Employee Proactivity."

Extraverted leadership involves commanding the center of attention: being outgoing, assertive, bold, talkative and dominant. This offers the advantages of providing a clear authority structure and direction. However, pairing extraverted leaders with employees who take initiative and speak out can lead to friction, while pairing the same group of employees with an introverted leader can be a pathway to success, the researchers note.

Pairing an extraverted leader with a proactive team, Grant says, can hurt, not just hinder, the company's effectiveness. "Once the extraverted leader responds in a less receptive way, that becomes discouraging for employees and makes them less willing to work hard. It may also make them less willing to share ideas in the future, which would limit creativity and innovation."

In fact, the personality conflicts can lead to a power struggle within an organization, openly pitting leaders against employees. This is especially true in companies or groups with a flat hierarchy — for example, if the leaders were recently promoted from the peer level, or if a new leader's competence and skills are not yet established.

Given these conclusions, why does the popular view persist that extraverts are better leaders across the board? The authors point to several possible reasons: One is that extraverts are often perceived as more effective because of a "halo effect." Previous research has found that extraverted leaders match the prototypes of charismatic leaders that dominate both western and eastern cultures and are especially prevalent in business. One online survey of 1,500 senior leaders earning at least six-figure salaries found that 65% actually saw introversion as a negative quality in terms of leadership.

Creating Space for Employees
Grant says the study has broad implications for corporate leaders who want to examine their own leadership styles as well as make changes in the lower management ranks. "We tend to assume that we need to be extremely enthusiastic, outgoing and assertive, and we try to bring employees on board with a lot of excitement, a clear vision and direction, but there is real value in a leader being more reserved, quieter, in some cases silent, in order to create space for employees to enter the dialogue."

There are also lessons to be learned about giving employees authority and autonomy to make decisions on their own. "One of the strongest predictors of proactivity is a sense of responsibility for the larger team or department or organization," Grant said. "When employees feel like they are responsible for a larger unit, they are much more likely to broaden their roles beyond their specific individual job descriptions."

Extraverted leaders need to be careful to delegate responsibility to proactive employees, Grant suggests — putting such workers in areas where they have ideas for moving forward or want to take on larger responsibility. These leaders also should actively solicit feedback, positive and negative, and listen to it. Some companies employ 360-degree feedback surveys, but those can be harder to use in small groups. "Asking for advice from employees on how to change can kill two birds with one stone," Grant says. "It allows the leader to actually learn, and it creates opportunities for employees to contribute right there and then."

Contents © 2010 WorldatWork. No part of this article may be reproduced, excerpted or redistributed in any form without express written permission from WorldatWork.





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http://dreamlearndobecome.blogspot.com This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.