The way you operate in the workplace plays an important role in your career success.
Much depends on how you interact with colleagues, clients, bosses, and people in your professional network (for example, collaboration, collaboration, and conflict management).Social psychologists do this for you Round-trip style..
In his best-selling book, “Give and Take: An Innovative Approach to Success” Organizational Psychologist and Professor Wharton Adam Grant Lay out the three main round-trip styles found in the workplace.
- Takers Think of the world as a highly competitive rat race. They put their own interests first and last because they think no one else will care about them. They may strategically choose to help others, but only when the profits seem to exceed the cost.
- Matcher Operate Tit for tat. When people benefit them, they repay with no more or less ability. And when they help someone, they expect the same in return.
- Giver Focus on others rather than yourself. They pay close attention to what people need from them, whether it’s time, ideas, or mentorship. Unusual at work, According to Grant, Their style is more typical of the way we treat family and friends.
Grant suggests that these high performers are strategic in the choices they make and the limits they set. Of course, this also makes them more attractive and desirable to employers.
Best of all, they learn how to get help when they need it and are skilled in giving as well as receiving. “Successful givers are as ambitious as takers and matchers,” Grant said. Writing in his book.. “They simply have different ways to pursue their goals.”
He even Status Being a donor may actually only be a sign of intelligence.
Grant Research Published in The Journal of Personality and Social Psychology, researchers tested people’s intelligence with a series of quantitative, linguistic, and analytical reasoning problems. Then they sent them out for negotiations.
“Intelligence was rewarded, but not the way we expected,” Grant said. “The smarter they are, the better they are. Counter part It was a negotiation. They used their brains to expand the pie and found a way to help them on the other side at no cost. “
yet Another study I found an important set of donors gathered on the other side. They were the least productive workers — at least in the eyes of their peers.
What were they doing wrong? According to Grant, these unfortunate pure donors found it awkward to seek benefits and help. They gave and gave until the well was dry.
Here is an example: My former research partner, negotiation expert Frank Mobas, and I knew a bright and hard-working young travel agency, but they were always below his sales.
After a 10 minute talk, we understood his problem. He was obsessively generous with prospects and gave them wise free advice (they booked themselves online to save fees). As a result, both the agent and his agency suffered.
All of this tells us that in order to be a successful donor, you must be a good negotiator. The most one-dimensional price fluctuations require a gift of your time and energy to complete the process. Conversely, indiscriminate distribution can be harmful, even between strategic partners.
In short, it is important to distinguish between passive and negotiable donations.
- Passive giver I’m giving up to avoid conflict and lowering expectations on the way to a dysgenetic deal.
- Negotiated donor They are more intentional in their generosity and continue to focus on long-term goals.
In today’s workplace, with cross-departmental teams and indirect reporting structures, people work closely and collaborate with many colleagues. Therefore, keep in mind that many contacts can be drawn into negotiations, even at random encounters (for example, requesting that they provide resources or work products. Usually includes a deadline).
In many cases, we immediately agree to say “yes” to be a good team player, and perhaps a passive donor. I don’t think much. You will notice the burden of time and schedule later.
The wise thing is to slow down the process and treat it like a bargain. Ask some clear questions, consider some alternatives, and explain the efforts and issues this may create for you. You can even ask for something in return — quid pro quo — or you will receive an oral “IOU a favor” from a colleague.
Paying attention to good bargaining and consensus-building techniques can help you become a successful negotiated donor rather than an unproductive passive donor.
Bill Sanders Professional and CEO of work and negotiation Mobus Creative NegotiationA corporate training and consulting firm with large clients such as AT & T, Skansa and BorgWarner.He also co-authored a book “Creative Conflict” With Frank Mobus, the founder of Mobus Creative Negotiating. Over the last three decades, Bill has helped ten head coaches become Super Bowl champions.Follow him LinkedIn..
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