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©Ramiz Allawala, 2004 
Lakson Tobacco Ltd., 
Peshawar 
February 17 – 20, 2004
Pakistani Ideas Non-Pakistani Ideas 
Motivating People to Work Effectively: 
___________________________________ _________________________________ 
___________________________________ _________________________________ 
___________________________________ _________________________________ 
Dealing With Poor Performance: 
___________________________________ _________________________________ 
___________________________________ _________________________________ 
___________________________________ _________________________________ 
Improving Sense Of Urgency/Deadlines: 
___________________________________ _________________________________ 
___________________________________ _________________________________ 
___________________________________ _________________________________ 
Handling Conflicts Between Subordinates and Staff: 
___________________________________ _________________________________ 
___________________________________ _________________________________ 
___________________________________ _________________________________ 
Persuading Staff to Accept Change: 
___________________________________ _________________________________ 
___________________________________ _________________________________ 
©Ramiz Allawala, 2004
©Ramiz Allawala, 2004 
INTEGRATED LEADERSHIP CASE 
AHMED AND THE PRINTER 
The sales promotion campaign was under Mr. Ahmed’s responsibility. As the campaign neared it’s opening, Ahmed discovered 
that a major printer had not met the promised delivery date. Without these materials, the campaign could possibly fail. 
Although Ahmed knew that his boss (Mr. Jamil) would also have a direct interest in this new problem, he decided to work out 
the problem by going to another printer, though time was short. He decided not to mention the emergency to his boss, hoping 
things would work out. 
QUESTIONS 
1. What’s your opinion of Mr. Ahmed’s behavior, and the causes? 
2. What would you suggest to Ahmed? 
3. Can you suggest any procedures to help Mr. Jamil to avoid such problems?
©Ramiz Allawala, 2004 
INTEGRATED LEADERSHIP CASE 
AHMED AND THE PRINTER 
The sales promotion campaign was under Mr. Ahmed’s responsibility. As the campaign neared it’s opening, Ahmed discovered that a 
major printer had not met the promised delivery date. Without these materials, the campaign could possibly fail. 
Although Ahmed knew that his boss (Mr. Jamil) would also have a direct interest in this new problem, he decided to work out the 
problem by going to another printer, though time was short. He decided not to mention the emergency to his boss, hoping things 
would work out. 
QUESTIONS 
1. What’s your opinion of Mr. Ahmed’s behavior, and the causes? 
2. What would you suggest to Ahmed? 
3. Can you suggest any procedures to help Mr. Jamil to avoid such problems?
©Ramiz Allawala, 2004 
INTEGRATED LEADERSHIP CASE 
CHRIS NEWTON 
The Home Office appointed Chris Newton for the job in Pakistan because Chris had achieved outstanding results in the U.K. He was 
aggressive and efficient. 
Starting enthusiastically on his management job in Pakistan, he focused his attention on the work – getting quality products shipped 
promptly and meeting the various deadlines. He felt he had little time for socializing among Pakistani colleagues. 
After about 6 months he began to notice that the cooperation and team work he was getting from Pakistani colleagues was rather 
strained and the working atmosphere seemed formal and lacking in spirit. 
QUESTIONS 
1. How could Chris’ behavior affect his Pakistani colleagues? 
2. What suggestions would you offer?
©Ramiz Allawala, 2004 
INTEGRATED LEADERSHIP CASE 
MR. JAVED 
Stephen Schmidt arrived in Islamabad to become department head in a well-known international organization. Mr. Javed was senior 
administration officer, just one level junior to department head. He was pleased to make his new colleagues adjustment as successful 
as possible. Javed felt good will toward Stephen as well. 
One quality especially impressed Stephen: it seemed that no matter what help or service he would ask from Javed, the Pakistani would 
do everything possible to provide it. Stephen admired efficiency and results, and he even jobs after hours. Stephen did not notice any 
signs of difficulty on Javed’s part. 
QUESTIONS 
1. Why might Javed behave in this way? 
2. If events continue in this way, what might be the consequences?
©Ramiz Allawala, 2004 
INTEGRATED LEADERSHIP CASE 
MR. HAROON’S CAMPAIGN 
Mr. Haroon, Marketing Manager of a publishing company, instructed Mr. Mani, the company Circulation Manager, to speed up the 
subscription campaign in a certain district of the city. 
A week later, Haroon discovered that the campaign had been conducted in a different area from the one assigned. Naturally upset, he 
immediately went into Mani’s office, who was talking with two subordinates. In the discussion, which followed, Haroon showed his 
frustration openly. It was learned that Mr. Mani had not completely understood Mr. Haroon’s instructions. Haroon said, “Here’s the 
file, Mani. Come see me right away when your through!” then he turned and left the office. 
QUESTIONS 
1. What are the possible causes of this situation? 
2. What do you think of Mr. Haroon’s behavior? 
3. What would you suggest to each person, in order to improve transaction like this, in future? 
·  To Mr. Mani? 
·  To Mr. Haroon?
Focus: High Trust living 
 What is Trust and what it is NOT? 
 Why Trust building is the most important 
activity? 
 What is the Trust model? 
 How is it implemented? 
 How do we know Trust model is working? 
©Ramiz Allawala, 2004
Definition of Trust 
 According to The American Heritage 
Dictionary, trust, as a verb, is: 
 To have confidence in: feel sure of 
 To expect with assurance; assume 
 To believe ... 
©Ramiz Allawala, 2004
Definition of Trust 
 Trust is also a noun, an action. The American 
Heritage Dictionary continues its definition: 
 Firm reliance on the integrity, ability, or 
character of a person or thing 
 Confident belief 
 Faith 
©Ramiz Allawala, 2004
Additional Words Surrounding Trust 
 Integrity 
 Root: Integer 
 Whole 
 Words and deeds genuine 
 Belief 
 Something true and real 
 Image and reality congruent 
©Ramiz Allawala, 2004
WHAT TRUST IS 
 Trust is believing that words mean what they 
appear to mean. 
 Trust is experiencing actions that are consistent 
with the verbal or written message. 
 Trust is having faith that people and the 
organization as a whole will do what they say 
they'll do: "credibility of actions"! 
©Ramiz Allawala, 2004
WHAT TRUST IS NOT 
 Trust is not trying to "con" others into believing 
that you're something that you're not. 
 Trust is not being gullible by believing anything 
that anyone says is automatically true. 
©Ramiz Allawala, 2004
Why Trust is most important? 
 Well being and ability to compete determined 
solely by Trust 
 Never builds randomly 
 Absence of trust leads to: 
 Fear, greed, buzzing, “Us vs. Them” 
 Replaces language of human spirit by language of 
machines 
©Ramiz Allawala, 2004 
Meaning, inspiration, connection, purpose vs.systems, 
hierarchies, structures, processes and cycles
The Trust model 
 Closure 
 Only true promises 
 Non-violent communication 
 Speedy resolution 
 Respect for all 
 Authentic responsibility 
©Ramiz Allawala, 2004
Closure 
 Details specifics: who, what, when. 
 Is evenhanded and not conditional. 
 Uses clear, familiar wording. 
 Emphasizes positive action. 
 Deals with any pending proceedings. 
 Provides for future 
©Ramiz Allawala, 2004
Only True promises 
 Take the risk 
 Reinforce the positive 
 Use others’ input 
 Avoid cordial hypocrisy 
 Say what you’ll do __ and do it! 
©Ramiz Allawala, 2004
Non-violent Communication 
 Translate communications into language of 
feelings and needs 
 Become an attorney of needs 
 Engage in non-judgmental empathy 
 Provide presence and emotional first aid 
©Ramiz Allawala, 2004
Speedy resolution 
 What might work for you? 
 What can you do to help resolve this issue? 
 What other things might you try? 
 What would make this idea work better for you? 
 Is there some way we can meet both X’s need for 
______________ and Y’s need for 
___________________? 
©Ramiz Allawala, 2004
Respect for all 
 Eliminate blame game and shame game 
 Direct consciousness to what works 
 Appreciative Inquiry Technique 
©Ramiz Allawala, 2004
Authentic responsibility 
 Differentiate between reactive living and 
proactive living 
 Differentiate between “fear of..” and “I can’t 
handle…” 
©Ramiz Allawala, 2004
Other principles of responsibility 
 Be Responsive (Twenty-Four-Hour Rule) 
 Handle Issues at the Lowest Possible Level 
 Tell the Truth 
 Management as Role Model 
 Contract or Covenant? 
©Ramiz Allawala, 2004
©Ramiz Allawala, 2004 
Rebuilding Trust 
Recognize Intensity 
Examine Place of Breach 
Put It Out There-Quickly 
Acknowledge Impact 
Identify Future Actions 
Raise Goals 
Reflect on Progress 
Repeat Process
©Ramiz Allawala, 2004 
Friends 
High affinity 
Few shared goals 
Partners 
High affinity 
Many shared goals 
Enemies 
Low affinity 
Few shared goals 
Adversaries 
Low affinity 
Many shared goals 
ALIGNMENT 
AFFINITY 
Mutual goals 
Level of agreement 
Affinity-Alignment Model
Implementing the Trust model 
 Trust and Closure audit 
 Leadership questions 
©Ramiz Allawala, 2004
What Does Success Look Like? 
 hallway chatter, but this time about closure 
 reduction in buzzing, with an uptick in brainstorming 
for closure 
 people admitting mistakes and not looking as if they are 
about to die 
 more ideas flowing from the bottom up 
 fewer pretended commitments and quicker correction of 
those that do happen 
 shorter meetings, with more closure, less infighting 
©Ramiz Allawala, 2004
What Does Success Look Like? 
 more enthusiasm about work 
 a change of vocabulary and an associated growing 
awareness about trust dynamics 
 more voluntary commitments and an internalization of 
commitments-and real effort to meet them 
 proud descriptions of changes to outsiders 
 tasks getting completed, more and more by their 
original time commitment 
 less whining 
©Ramiz Allawala, 2004
Crucial WESTERN Concepts and Skills 
Concept Approximate 
©Ramiz Allawala, 2004 
Definition 
Examples of this 
concept in practical 
Situation; 
Circumstances in which 
greater mastery 
Skills 
required in 
practicing 
this concept 
Other 
Guidelines 
Accountability Ability and 
willingness to “give 
an account” or to 
explain 
Frankness / 
Openness 
Free in expressing 
what one thinks or 
feels; free from 
reserve OR 
concealment. 
Clearly evident 
Assertiveness Expressing one’s 
ideas and oneself 
Positively and 
actively. Pushing for 
Recognition of one’s 
position 
Contd…… .
Crucial WESTERN Concepts and Skills 
Concept 
Approximate 
©Ramiz Allawala, 2004 
Definition 
Examples of this 
concept in practical 
Situation; 
Circumstances in 
which greater mastery 
Skills 
required in 
practicing 
this concept 
Other 
Guidelines 
Initiative / 
Innovation 
Taking the first step 
without being urged by 
someone else. Making 
changes, introducing 
New methods, 
procedures 
Proactive Thinking ahead, 
making plans 
Anticipating risks and 
opportunities 
Tenacity / 
Determination 
Holding firmly, 
toughness, persistence 
consistency. Carry on 
doing something inspite 
of facing difficulties 
and obstacles in pursuit 
of goals. 
Contd…….
Crucial WESTERN Concepts and Skills 
Concept Approximate 
©Ramiz Allawala, 2004 
Definition 
Examples of this concept 
in practical Situation; 
Circumstances in which 
greater mastery 
Skills 
required in 
practicing 
this concept 
Other 
Guidelines 
Dedication / 
Commitment 
A strong pledge/ 
binding to an agreed 
goal 
Analytical 
Critical 
Approach 
Constructive 
Criticism 
Performance 
Competence 
(Merit Vs. Seniority) 
Contd…….
Crucial WESTERN Concepts and Skills 
Concept Approximate 
©Ramiz Allawala, 2004 
Definition 
Examples of this concept 
in practical Situation; 
Circumstances in which 
greater mastery 
Skills 
required in 
practicing 
this concept 
Other 
Guidelines 
Goal 
Orientation/ 
Focus 
Efficiency 
Confidentiality 
/ Privacy
Crucial PAKISTANI Concepts and 
©Ramiz Allawala, 2004 
Skills 
Concept 
Approximate 
Definition 
Examples of this concept 
in practical Situation; 
Circumstances in which 
greater mastery 
Skills 
required in 
practicing 
this concept 
Other 
Guidelines 
Lay-haaz 
(Preserving 
others 
Sentiments) 
Ghairat 
(Self-respect) 
Izzat 
(Mutual Respect) 
Farma Bardari 
(Submission to 
authority) 
Bar Khurdari 
(Respect for 
Authority) 
Contd…….
Crucial PAKISTANI Concepts and 
©Ramiz Allawala, 2004 
Skills 
Concept 
Approximate 
Definition 
Examples of this concept 
in practical Situation; 
Circumstances in which 
greater mastery 
Skills 
required in 
practicing 
this concept 
Other 
Guidelines 
Sula Joeey 
(Acquiescence / 
Agreement) 
Baradari 
(Brotherhood) 
Sifarish 
Ummah Unity 
Inkesari 
(Humility / 
Humbleness) 
Contd…….
Crucial PAKISTANI Concepts and 
©Ramiz Allawala, 2004 
Skills 
Concept 
Approximate 
Definition 
Examples of this concept 
in practical Situation; 
Circumstances in which 
greater mastery 
Skills 
required in 
practicing 
this concept 
Other 
Guidelines 
Takalluff 
Afs sous 
(Sorrow / 
Sympathy) 
Sharam 
(Shame / 
Shyness) 
Sakhi 
(Big hearted 
Narm Dil 
(Merciful / 
Forgiveness) 
Contd…….
Crucial PAKISTANI Concepts and 
©Ramiz Allawala, 2004 
Skills 
Concept 
Approximate 
Definition 
Examples of this concept 
in practical Situation; 
Circumstances in which 
greater mastery 
Skills 
required in 
practicing 
this concept 
Other 
Guidelines 
Family Loyalty 
Aman pasandi 
(Harmony) 
Mardangi 
(Masculinity / 
Macho) 
Naiki 
(Kindness / 
Good Deed) 
Sabar 
(Patience)
©Ramiz Allawala, 2004 
PROTOCOLS for 
when you’re at an IMPASSE 
What to DO What to SAY 
Embrace the impasse, and tease 
apart the current thinking on both 
sides. 
"What do we both know to be true? 
Or, "What do we both sense is true, 
but have no data for yet?" 
Look for information that will help 
people move forward. 
"What do we agree on, and what 
do we disagree on?" 
Consider each person's mental 
model as a piece of a larger puzzle. 
"Are we starting from two very 
different sets of assumptions here? 
Contd…….
©Ramiz Allawala, 2004 
PROTOCOLS for 
when you’re at an IMPASSE 
What to DO What to SAY 
Ask what data or logic might 
change their views. 
"What, then, would have to happen 
before you would consider the 
alternative?" 
Ask for the group's help in 
redesigning the situation. 
"It feels like we're getting into an 
impasse and I'm afraid we might 
walk away without any better 
understanding. Have you got any 
ideas that will help us clarify our 
thinking?" 
Don't let conversation stop with 
an "agreement to disagree" 
"I don't understand the assumptions 
underlying our disagreement".
©Ramiz Allawala, 2004 
PROTOCOLS for 
Improved ADVOCACY 
What to DO What to SAY 
State your assumptions, and 
describe the data that led to them. 
"Here's what I think, and here's 
how I got there". 
Make your reasoning explicit. "I came to this conclusion 
because…" 
Explain the context of your point of 
view: who will be affected by what 
you propose, how will they be 
affected, and why. Give examples, 
even if they're hypothetical or 
metaphorical. 
"Imagine that you're a 16th-century 
Spanish explorer. Here's 
how this idea would affect you…" 
Contd…….
PROTOCOLS for 
Improved ADVOCACY 
What to DO What to SAY 
Encourage others to explore your 
model, your assumptions, and your 
data. 
©Ramiz Allawala, 2004 
"What do you think about what I 
just said?" Or, "Do you see any 
flaws in my reasoning?". 
Reveal where you are least clear in 
your thinking. Rather than making 
you vulnerable, this defuses the 
force of advocates who are opposed 
to you, and invites improvement. 
"Here's one aspect that you might 
help me think through…" 
Even when advocating: listen, stay 
open, and encourage others to 
provide different views. 
"Do you see it differently?"
PROTOCOLS for Improved INQUIRY 
Ask others to make their thinking process visible 
What to DO What to SAY 
Gently walk people down the ladder 
of inference and find out what data 
they are operation from 
©Ramiz Allawala, 2004 
"What data do you have for that 
statement?" Or, more simply: "What 
leads you to say that?" 
Use unaggressive language, 
particularly with people who are not 
familiar with these skills. 
Instead of "What do you mean?" or 
"What's your proof?" say, "Can you 
help me understand your thinking 
here?" 
Draw out their reasoning. Find out as 
much as you can about why they are 
saying what they're saying. 
"What is the significance of that? or, 
"How does this relate to your other 
concerns?" 
Explain your reasons for inquiring, 
and how your inquiry relates to your 
own concerns, hopes, and needs. 
"I'm asking you about your 
assumptions here because.."
PROTOCOLS for facing a Point of 
View with which you DISAGREE 
What to DO What to SAY 
Make sure you truly understand 
the other person's view. 
©Ramiz Allawala, 2004 
"If I follow you correctly, you're 
saying that…" 
Explore, listen, and offer your 
own views in an open way. 
Ask, " Have you considered…" 
and then raise your concerns and 
state what is leading you to have 
them.
When ……….. You might SAY 
Strong views are expressed without any 
reasoning or illustrations…… 
©Ramiz Allawala, 2004 
"You may be right, but I'd like to 
understand more. what leads you to 
believe….? 
The discussion goes off on an apparent 
tangent…. 
"I'm unclear how that connects to what 
we've been saying. Can you say how you 
see it as relevant?" 
You doubt the relevance of your own 
thoughts… 
"This may not be relevant now. If so, let me 
know and I will wait.." 
Several views are advocated at once…. "We now have three ideas on the table (say 
what they are). I suggest we address them 
one at a time.." 
C ontd… ….
When ……….. You might SAY 
You perceive a negative reaction in 
others 
©Ramiz Allawala, 2004 
"When you said (give illustration)… I had 
the impression you were feeling (fill in the 
emotion). If so, I'd like to understand what 
I said that led to this'. 
People take positions but don't identify 
their concerns… 
"I understand that is your position. I would 
like to understand the concerns you have 
…. How do you see your position as the 
best way to resolve your concerns? 
An assertion is made but its point is not 
clear… 
"What I understand you to be saying is (fill 
in possible interpretation)?" Is that 
accurate?" 
When it seems like a definition phrase, or 
"loaded term" is leading to an impasse… 
"When you said, (fill in term), I typically 
use that to mean (fill in my connotation). 
How are you meaning it?

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Motivating People and Handling Conflict

  • 1. ©Ramiz Allawala, 2004 Lakson Tobacco Ltd., Peshawar February 17 – 20, 2004
  • 2. Pakistani Ideas Non-Pakistani Ideas Motivating People to Work Effectively: ___________________________________ _________________________________ ___________________________________ _________________________________ ___________________________________ _________________________________ Dealing With Poor Performance: ___________________________________ _________________________________ ___________________________________ _________________________________ ___________________________________ _________________________________ Improving Sense Of Urgency/Deadlines: ___________________________________ _________________________________ ___________________________________ _________________________________ ___________________________________ _________________________________ Handling Conflicts Between Subordinates and Staff: ___________________________________ _________________________________ ___________________________________ _________________________________ ___________________________________ _________________________________ Persuading Staff to Accept Change: ___________________________________ _________________________________ ___________________________________ _________________________________ ©Ramiz Allawala, 2004
  • 3. ©Ramiz Allawala, 2004 INTEGRATED LEADERSHIP CASE AHMED AND THE PRINTER The sales promotion campaign was under Mr. Ahmed’s responsibility. As the campaign neared it’s opening, Ahmed discovered that a major printer had not met the promised delivery date. Without these materials, the campaign could possibly fail. Although Ahmed knew that his boss (Mr. Jamil) would also have a direct interest in this new problem, he decided to work out the problem by going to another printer, though time was short. He decided not to mention the emergency to his boss, hoping things would work out. QUESTIONS 1. What’s your opinion of Mr. Ahmed’s behavior, and the causes? 2. What would you suggest to Ahmed? 3. Can you suggest any procedures to help Mr. Jamil to avoid such problems?
  • 4. ©Ramiz Allawala, 2004 INTEGRATED LEADERSHIP CASE AHMED AND THE PRINTER The sales promotion campaign was under Mr. Ahmed’s responsibility. As the campaign neared it’s opening, Ahmed discovered that a major printer had not met the promised delivery date. Without these materials, the campaign could possibly fail. Although Ahmed knew that his boss (Mr. Jamil) would also have a direct interest in this new problem, he decided to work out the problem by going to another printer, though time was short. He decided not to mention the emergency to his boss, hoping things would work out. QUESTIONS 1. What’s your opinion of Mr. Ahmed’s behavior, and the causes? 2. What would you suggest to Ahmed? 3. Can you suggest any procedures to help Mr. Jamil to avoid such problems?
  • 5. ©Ramiz Allawala, 2004 INTEGRATED LEADERSHIP CASE CHRIS NEWTON The Home Office appointed Chris Newton for the job in Pakistan because Chris had achieved outstanding results in the U.K. He was aggressive and efficient. Starting enthusiastically on his management job in Pakistan, he focused his attention on the work – getting quality products shipped promptly and meeting the various deadlines. He felt he had little time for socializing among Pakistani colleagues. After about 6 months he began to notice that the cooperation and team work he was getting from Pakistani colleagues was rather strained and the working atmosphere seemed formal and lacking in spirit. QUESTIONS 1. How could Chris’ behavior affect his Pakistani colleagues? 2. What suggestions would you offer?
  • 6. ©Ramiz Allawala, 2004 INTEGRATED LEADERSHIP CASE MR. JAVED Stephen Schmidt arrived in Islamabad to become department head in a well-known international organization. Mr. Javed was senior administration officer, just one level junior to department head. He was pleased to make his new colleagues adjustment as successful as possible. Javed felt good will toward Stephen as well. One quality especially impressed Stephen: it seemed that no matter what help or service he would ask from Javed, the Pakistani would do everything possible to provide it. Stephen admired efficiency and results, and he even jobs after hours. Stephen did not notice any signs of difficulty on Javed’s part. QUESTIONS 1. Why might Javed behave in this way? 2. If events continue in this way, what might be the consequences?
  • 7. ©Ramiz Allawala, 2004 INTEGRATED LEADERSHIP CASE MR. HAROON’S CAMPAIGN Mr. Haroon, Marketing Manager of a publishing company, instructed Mr. Mani, the company Circulation Manager, to speed up the subscription campaign in a certain district of the city. A week later, Haroon discovered that the campaign had been conducted in a different area from the one assigned. Naturally upset, he immediately went into Mani’s office, who was talking with two subordinates. In the discussion, which followed, Haroon showed his frustration openly. It was learned that Mr. Mani had not completely understood Mr. Haroon’s instructions. Haroon said, “Here’s the file, Mani. Come see me right away when your through!” then he turned and left the office. QUESTIONS 1. What are the possible causes of this situation? 2. What do you think of Mr. Haroon’s behavior? 3. What would you suggest to each person, in order to improve transaction like this, in future? · To Mr. Mani? · To Mr. Haroon?
  • 8. Focus: High Trust living  What is Trust and what it is NOT?  Why Trust building is the most important activity?  What is the Trust model?  How is it implemented?  How do we know Trust model is working? ©Ramiz Allawala, 2004
  • 9. Definition of Trust  According to The American Heritage Dictionary, trust, as a verb, is:  To have confidence in: feel sure of  To expect with assurance; assume  To believe ... ©Ramiz Allawala, 2004
  • 10. Definition of Trust  Trust is also a noun, an action. The American Heritage Dictionary continues its definition:  Firm reliance on the integrity, ability, or character of a person or thing  Confident belief  Faith ©Ramiz Allawala, 2004
  • 11. Additional Words Surrounding Trust  Integrity  Root: Integer  Whole  Words and deeds genuine  Belief  Something true and real  Image and reality congruent ©Ramiz Allawala, 2004
  • 12. WHAT TRUST IS  Trust is believing that words mean what they appear to mean.  Trust is experiencing actions that are consistent with the verbal or written message.  Trust is having faith that people and the organization as a whole will do what they say they'll do: "credibility of actions"! ©Ramiz Allawala, 2004
  • 13. WHAT TRUST IS NOT  Trust is not trying to "con" others into believing that you're something that you're not.  Trust is not being gullible by believing anything that anyone says is automatically true. ©Ramiz Allawala, 2004
  • 14. Why Trust is most important?  Well being and ability to compete determined solely by Trust  Never builds randomly  Absence of trust leads to:  Fear, greed, buzzing, “Us vs. Them”  Replaces language of human spirit by language of machines ©Ramiz Allawala, 2004 Meaning, inspiration, connection, purpose vs.systems, hierarchies, structures, processes and cycles
  • 15. The Trust model  Closure  Only true promises  Non-violent communication  Speedy resolution  Respect for all  Authentic responsibility ©Ramiz Allawala, 2004
  • 16. Closure  Details specifics: who, what, when.  Is evenhanded and not conditional.  Uses clear, familiar wording.  Emphasizes positive action.  Deals with any pending proceedings.  Provides for future ©Ramiz Allawala, 2004
  • 17. Only True promises  Take the risk  Reinforce the positive  Use others’ input  Avoid cordial hypocrisy  Say what you’ll do __ and do it! ©Ramiz Allawala, 2004
  • 18. Non-violent Communication  Translate communications into language of feelings and needs  Become an attorney of needs  Engage in non-judgmental empathy  Provide presence and emotional first aid ©Ramiz Allawala, 2004
  • 19. Speedy resolution  What might work for you?  What can you do to help resolve this issue?  What other things might you try?  What would make this idea work better for you?  Is there some way we can meet both X’s need for ______________ and Y’s need for ___________________? ©Ramiz Allawala, 2004
  • 20. Respect for all  Eliminate blame game and shame game  Direct consciousness to what works  Appreciative Inquiry Technique ©Ramiz Allawala, 2004
  • 21. Authentic responsibility  Differentiate between reactive living and proactive living  Differentiate between “fear of..” and “I can’t handle…” ©Ramiz Allawala, 2004
  • 22. Other principles of responsibility  Be Responsive (Twenty-Four-Hour Rule)  Handle Issues at the Lowest Possible Level  Tell the Truth  Management as Role Model  Contract or Covenant? ©Ramiz Allawala, 2004
  • 23. ©Ramiz Allawala, 2004 Rebuilding Trust Recognize Intensity Examine Place of Breach Put It Out There-Quickly Acknowledge Impact Identify Future Actions Raise Goals Reflect on Progress Repeat Process
  • 24. ©Ramiz Allawala, 2004 Friends High affinity Few shared goals Partners High affinity Many shared goals Enemies Low affinity Few shared goals Adversaries Low affinity Many shared goals ALIGNMENT AFFINITY Mutual goals Level of agreement Affinity-Alignment Model
  • 25. Implementing the Trust model  Trust and Closure audit  Leadership questions ©Ramiz Allawala, 2004
  • 26. What Does Success Look Like?  hallway chatter, but this time about closure  reduction in buzzing, with an uptick in brainstorming for closure  people admitting mistakes and not looking as if they are about to die  more ideas flowing from the bottom up  fewer pretended commitments and quicker correction of those that do happen  shorter meetings, with more closure, less infighting ©Ramiz Allawala, 2004
  • 27. What Does Success Look Like?  more enthusiasm about work  a change of vocabulary and an associated growing awareness about trust dynamics  more voluntary commitments and an internalization of commitments-and real effort to meet them  proud descriptions of changes to outsiders  tasks getting completed, more and more by their original time commitment  less whining ©Ramiz Allawala, 2004
  • 28. Crucial WESTERN Concepts and Skills Concept Approximate ©Ramiz Allawala, 2004 Definition Examples of this concept in practical Situation; Circumstances in which greater mastery Skills required in practicing this concept Other Guidelines Accountability Ability and willingness to “give an account” or to explain Frankness / Openness Free in expressing what one thinks or feels; free from reserve OR concealment. Clearly evident Assertiveness Expressing one’s ideas and oneself Positively and actively. Pushing for Recognition of one’s position Contd…… .
  • 29. Crucial WESTERN Concepts and Skills Concept Approximate ©Ramiz Allawala, 2004 Definition Examples of this concept in practical Situation; Circumstances in which greater mastery Skills required in practicing this concept Other Guidelines Initiative / Innovation Taking the first step without being urged by someone else. Making changes, introducing New methods, procedures Proactive Thinking ahead, making plans Anticipating risks and opportunities Tenacity / Determination Holding firmly, toughness, persistence consistency. Carry on doing something inspite of facing difficulties and obstacles in pursuit of goals. Contd…….
  • 30. Crucial WESTERN Concepts and Skills Concept Approximate ©Ramiz Allawala, 2004 Definition Examples of this concept in practical Situation; Circumstances in which greater mastery Skills required in practicing this concept Other Guidelines Dedication / Commitment A strong pledge/ binding to an agreed goal Analytical Critical Approach Constructive Criticism Performance Competence (Merit Vs. Seniority) Contd…….
  • 31. Crucial WESTERN Concepts and Skills Concept Approximate ©Ramiz Allawala, 2004 Definition Examples of this concept in practical Situation; Circumstances in which greater mastery Skills required in practicing this concept Other Guidelines Goal Orientation/ Focus Efficiency Confidentiality / Privacy
  • 32. Crucial PAKISTANI Concepts and ©Ramiz Allawala, 2004 Skills Concept Approximate Definition Examples of this concept in practical Situation; Circumstances in which greater mastery Skills required in practicing this concept Other Guidelines Lay-haaz (Preserving others Sentiments) Ghairat (Self-respect) Izzat (Mutual Respect) Farma Bardari (Submission to authority) Bar Khurdari (Respect for Authority) Contd…….
  • 33. Crucial PAKISTANI Concepts and ©Ramiz Allawala, 2004 Skills Concept Approximate Definition Examples of this concept in practical Situation; Circumstances in which greater mastery Skills required in practicing this concept Other Guidelines Sula Joeey (Acquiescence / Agreement) Baradari (Brotherhood) Sifarish Ummah Unity Inkesari (Humility / Humbleness) Contd…….
  • 34. Crucial PAKISTANI Concepts and ©Ramiz Allawala, 2004 Skills Concept Approximate Definition Examples of this concept in practical Situation; Circumstances in which greater mastery Skills required in practicing this concept Other Guidelines Takalluff Afs sous (Sorrow / Sympathy) Sharam (Shame / Shyness) Sakhi (Big hearted Narm Dil (Merciful / Forgiveness) Contd…….
  • 35. Crucial PAKISTANI Concepts and ©Ramiz Allawala, 2004 Skills Concept Approximate Definition Examples of this concept in practical Situation; Circumstances in which greater mastery Skills required in practicing this concept Other Guidelines Family Loyalty Aman pasandi (Harmony) Mardangi (Masculinity / Macho) Naiki (Kindness / Good Deed) Sabar (Patience)
  • 36. ©Ramiz Allawala, 2004 PROTOCOLS for when you’re at an IMPASSE What to DO What to SAY Embrace the impasse, and tease apart the current thinking on both sides. "What do we both know to be true? Or, "What do we both sense is true, but have no data for yet?" Look for information that will help people move forward. "What do we agree on, and what do we disagree on?" Consider each person's mental model as a piece of a larger puzzle. "Are we starting from two very different sets of assumptions here? Contd…….
  • 37. ©Ramiz Allawala, 2004 PROTOCOLS for when you’re at an IMPASSE What to DO What to SAY Ask what data or logic might change their views. "What, then, would have to happen before you would consider the alternative?" Ask for the group's help in redesigning the situation. "It feels like we're getting into an impasse and I'm afraid we might walk away without any better understanding. Have you got any ideas that will help us clarify our thinking?" Don't let conversation stop with an "agreement to disagree" "I don't understand the assumptions underlying our disagreement".
  • 38. ©Ramiz Allawala, 2004 PROTOCOLS for Improved ADVOCACY What to DO What to SAY State your assumptions, and describe the data that led to them. "Here's what I think, and here's how I got there". Make your reasoning explicit. "I came to this conclusion because…" Explain the context of your point of view: who will be affected by what you propose, how will they be affected, and why. Give examples, even if they're hypothetical or metaphorical. "Imagine that you're a 16th-century Spanish explorer. Here's how this idea would affect you…" Contd…….
  • 39. PROTOCOLS for Improved ADVOCACY What to DO What to SAY Encourage others to explore your model, your assumptions, and your data. ©Ramiz Allawala, 2004 "What do you think about what I just said?" Or, "Do you see any flaws in my reasoning?". Reveal where you are least clear in your thinking. Rather than making you vulnerable, this defuses the force of advocates who are opposed to you, and invites improvement. "Here's one aspect that you might help me think through…" Even when advocating: listen, stay open, and encourage others to provide different views. "Do you see it differently?"
  • 40. PROTOCOLS for Improved INQUIRY Ask others to make their thinking process visible What to DO What to SAY Gently walk people down the ladder of inference and find out what data they are operation from ©Ramiz Allawala, 2004 "What data do you have for that statement?" Or, more simply: "What leads you to say that?" Use unaggressive language, particularly with people who are not familiar with these skills. Instead of "What do you mean?" or "What's your proof?" say, "Can you help me understand your thinking here?" Draw out their reasoning. Find out as much as you can about why they are saying what they're saying. "What is the significance of that? or, "How does this relate to your other concerns?" Explain your reasons for inquiring, and how your inquiry relates to your own concerns, hopes, and needs. "I'm asking you about your assumptions here because.."
  • 41. PROTOCOLS for facing a Point of View with which you DISAGREE What to DO What to SAY Make sure you truly understand the other person's view. ©Ramiz Allawala, 2004 "If I follow you correctly, you're saying that…" Explore, listen, and offer your own views in an open way. Ask, " Have you considered…" and then raise your concerns and state what is leading you to have them.
  • 42. When ……….. You might SAY Strong views are expressed without any reasoning or illustrations…… ©Ramiz Allawala, 2004 "You may be right, but I'd like to understand more. what leads you to believe….? The discussion goes off on an apparent tangent…. "I'm unclear how that connects to what we've been saying. Can you say how you see it as relevant?" You doubt the relevance of your own thoughts… "This may not be relevant now. If so, let me know and I will wait.." Several views are advocated at once…. "We now have three ideas on the table (say what they are). I suggest we address them one at a time.." C ontd… ….
  • 43. When ……….. You might SAY You perceive a negative reaction in others ©Ramiz Allawala, 2004 "When you said (give illustration)… I had the impression you were feeling (fill in the emotion). If so, I'd like to understand what I said that led to this'. People take positions but don't identify their concerns… "I understand that is your position. I would like to understand the concerns you have …. How do you see your position as the best way to resolve your concerns? An assertion is made but its point is not clear… "What I understand you to be saying is (fill in possible interpretation)?" Is that accurate?" When it seems like a definition phrase, or "loaded term" is leading to an impasse… "When you said, (fill in term), I typically use that to mean (fill in my connotation). How are you meaning it?