Getting to "Yes" with Decision Makers

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A presentation with Rebecca Jones of Dysart & Jones on the issues librarians and information technologists may encounter in dealing with administrators and peers. Offers advice on how to deal with some of these issues.

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  • & bear with me, if, after working in all kinds of organizations & with all kinds of libraries for the past 30 years if I make some generalizationsCommon tactics Ingratiation (make them feel important)Assertiveness (make demands)Rationality (explain reasons)Sanctions (administrative means for compliance)Exchange of benefits (trade-offs)Upward influence (appeal to higher levels)Blocking (prevent target from achieving goal)Coalitions (enlist others to influence)
  • Getting to "Yes" with Decision Makers

    1. 1. Getting to “Yes” with Senior Administrators Rebecca Jones Managing Partner Dysart and Jones Frank Cervone Vice Chancellor for Information Services and Chief Information Officer Purdue University Calumet
    2. 2. Some assumptions
    3. 3. I can’t see where we’re going, can you?
    4. 4. Understand your boss
    5. 5. What are their issues?
    6. 6. Decision-makers are individuals Each with their own priorities, communication preferences & assumptions Decision- makers Don’t know them Acquainted Good working relationship Their priorities Their communication preference
    7. 7. How do you express yourself?
    8. 8. Listening is not the same as hearing
    9. 9. “You cannot antagonize and influence at the same time.” J.S. Knox Relationships
    10. 10. Some things to avoid
    11. 11. Surprises are almost always a bad thing
    12. 12. Hiding and hoarding information will not make you anyone’s friend
    13. 13. Cowardly lions aren’t very useful
    14. 14. Say no to being a “yes” person
    15. 15. No one wants to be around an erupting volcano
    16. 16. Some things to do
    17. 17. Stick to objective facts
    18. 18. Be proactive
    19. 19. Present solutions, not problems
    20. 20. Give options
    21. 21. Don’t destroy your credibility
    22. 22. Follow through
    23. 23. Respect people’s time
    24. 24. Make others look good
    25. 25. Admit to your mistakes

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