HBR IdeaCast Better Ways to Manage Up and Out
Dec 22, 2020
Nashater Deu Solheim, a forensic psychologist and leadership coach, shares her expertise on gaining influence in the workplace, especially in remote settings. She explains how to manage relationships both upward and outward using her framework of preparation, behavior, and communication. Solheim emphasizes the power of empathy, body language, and understanding motivations to build trust. Additionally, she discusses the impact of seating arrangements on conversation dynamics and offers strategies for effective self-promotion and relationship management.
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Preparation is Key
- Prepare thoroughly before any interaction, especially with resistant individuals.
- Research their interests, motivations, and current state to build rapport and trust.
The ABC Framework
- Employ the "ABC" framework: Advanced preparation, Body language, and Conversation.
- Thorough preparation (80% of effectiveness) sets the stage for productive interactions.
Building Rapport
- Start conversations by building rapport with simple questions like "How are you?"
- Follow up with questions like "How do you feel about meeting me today?" to gauge their engagement and address any concerns.
