Monthly Archive for September, 2009

We saw in Objectives, Values, Strategy and Change that team leaders throughout the firm have a part to play in bringing about the desired culture. It is not only a matter for those in senior positions. The values of the firm will not be actively embraced unless leaders of all teams reinforce them at every [...]

When you wish to influence your colleagues, especially those in senior positions, to accept your ideas, or those of your team, for changes to policies, processes or working practices, you are more likely to succeed if you think about tackling the problem in a systematic way. Here are some suggested steps that you might take [...]

We are all familiar with the skills that a good medical general practitioner uses when a patient arrives at the surgery with a physical ailment. The doctor begins by getting on the right wavelength and establishing rapport. This is followed by questions to help to understand the problem and make a diagnosis. Only after concentrating [...]

It will be apparent to you by now that your column A score reflects the extent to which you use the rewards and punishments style. Columns B, C and D, respectively, represent the participation and trust, common vision and assertive persuasion styles. Some people use all four styles to a greater or lesser degree whilst [...]

Assertive Persuasion This style is characterized by the use of logic, facts and opinions to persuade others. Individuals who are effective at using this style make good proposals and suggestions about what to do and how to do it. They are not afraid to stick their necks out and submit their ideas to the test [...]