1. © Coaching For Success, LLC MANAGING UP & AROUND Columbia Business School April 13, 2009 © Coaching For Success, LLC

2. THE PEOPLE IN YOUR WORLD © Coaching For Success, LLC Boss Team Members ColleaguesMentor/Sponsor Peer Group SubordinatesSuperiors?

3. IMPORTANT THINGS TO REMEMBER © Coaching For Success, LLC StyleAttitudeContext Judgment vs. Assessment Communication

4. STYLESTYLE © Coaching For Success, LLC Bridge the “style gap” Understand how pervasive style can impact situations Meetings Information Processing TimeControlConversations

5. ATTITUDEATTITUDE © Coaching For Success, LLC Can show through both verbal and non- verbal “messages” Choose words carefully You’re always on! Interactions with people Whining! Whining! “Become a Citizen of the Organization”

6. CONTEXTCONTEXT © Coaching For Success, LLC Keep multiple perspectives in mind Choose your moment Plan your message Link always to benefit statement Don’t complain – find a solution! Manage curve balls & diverse constituencies What is “URGENT”? Prioritize in this world of complexities

7. JUDGMENT VS. ASSESSMENT © Coaching For Success, LLC Don’t Judge….Assess Don’t jump to conclusions too early DO give benefit of doubt Know your MBTI or Communicating style

8. COMMUNICATIONCOMMUNICATION © Coaching For Success, LLC People are wired in different ways Verbal vs. non-verbal – both have tremendous impact Read your culture/situation/audience Know your communicating “style” Normal vs. stress Style flex

9. COMMUNICATION TYPES © Coaching For Success, LLC INTUITORTHINKERFEELERSENSOR

10. STYLE BEHAVIORS STYLE POSITIVE Application EXAGGERATED or NEGATIVE Application IntuitorIdealisticAbstractImaginativeNaïveImpracticalDogmatic ThinkerAnalyticalOrganizedPreciseColdRigidOvercautious FeelerSpontaneousEmpatheticSensitiveImpulsiveManipulatingOver-personalizing SensorCompetitiveObjectiveConfrontingRuthlessCynicalUnimaginative © Coaching For Success, LLC

11. Intuitor Scattered in comments Too lengthy, judgmental, condescending Abstract Raise issues but leave unresolved Thinker Non-committal, not involved Overly concerned with rules, questions Too formal, rigid, over- explaining Assuming interest from others Feeler Over-simplify, rely on personality over data Too long to get to point Talk about past, not objectives Avoid unpleasant facts, bear grudges Sensor Too quick to resolve, not enough questions Come on too strong, talk too fast Interrupt, raise voice Not take time to learn objections of others BEWARE OF BLIND SPOTS © Coaching For Success, LLC

12. TIPS FOR THE ROAD DON’T: Manage up by focusing on your needs Be a whiner Speak poorly about anyone in public Surprise your boss…ever! Assume collaboration means “play nice” – they hired you for your opinions and knowledge © Coaching For Success, LLC

13. TIPS FOR THE ROAD DO: Know your manager’s strengths and gaps Communicate – often but not too often! Collaborate Know your boss’ style and hot buttons Be honest and trustworthy – it’s ALL about integrity Get to know your boss personally (care) Ask for informal feedback regularly Choose your moments to add value © Coaching For Success, LLC