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Inspiring the commitment of fellow executives often can be achieved most effectively by taking a more collaborative approach.
Susan, an experienced executive in the retail industry, was sure that a strong and assertive argument for her point of view always would result in the influence she needed to achieve results. However, she was frustrated by the outcomes of recent interactions with her executive peers, noting that – even though she had presented strong reasoning for why she felt certain changes were important – they did not seem to understand or buy in to her recommendations.
Inspiring the commitment of fellow executives often can be achieved most effectively by taking a more collaborative approach.
- Approach the issue from your peers’ perspective. What issues do theyneed to address?
- Ask open-ended questions. Show that you are interested in their area and needs.
- Create a win-win situation. Connect your point of view with their needs.
Leader's Reaction:
Susan noted that she had been taught that her credibility and expertise alone “should” carry the weight and influence needed to affect organizational change and that she had not previously thought this was an effective approach. But, she later reflected that a more collaborative approach made a lot of sense in the culture of how her organization’s leadership team makes decisions.
Outcome:
The first time Susan tried this with her CFO, he responded as he had with Susan’s previous style: he expected her to push instead of ask questions. However, the next time the CFO talked with Susan, and the exchange was much more of 2-way conversation. Susan was very pleased with the outcome.
Need More? Check out this related post on persuading your peers.