Knowing the Enemy
Enemy might be too strong a word. But without doubt you’ll be meeting people who may desire different outcomes to you.
Prior to the meeting, draw up a list of what you think their objectives are.
Ask yourself why they have these objectives.
Their objectives will include personal as well as organisational aims.
What is their self interest. How can you help their self interest?
Can you cut a deal before the meeting?
What can you trade them?
In meetings where important things are to be decided, and not everyone is on your side, lobby people in advance.
Call them ahead of the meeting
Karen ... what outcome would you like to see? What would change your mind on that?
John ... if we could do this together, would you be happy with ...?
Jane, what can I do at my end that will most help you?
Now you may not get told the truth, or only the part truth. But if you talk to people in advance, then you’ll get some inkling.
If someone is dead set against you, then don’t invite them if at all possible.
Besides your enemies, you need to work on your friends.
Fred, you and I both want the widget thingy to happen. How can we help each other?
Irene ... John isn’t mad about this widget thingy. What do you think we should do?
Wayne ... can you speak to Karen before the meeting ... try and bring her round to our side a bit?
This chapter isn’t about encouraging Machiavellian waylaying of colleagues. It’s more about getting your friends on your side.
But if you have enemies who are out to destroy your ideas then be prepared.
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