psychology 

[ M USIC P LA YIN G ]

T h ere ‘s m ore t h an o n e w ay o f g ettin g t h in g s d on e. G ood m an ag ers d o it e ve ry d ay. H ow eve r, t h ere ‘s s o m eth in g a b ou t h ow le ad ers

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w ork t h at s e ts t h em a p art. A n e ffe ctiv e le ad er in flu en ce s t h ose a ro u nd t h em , t u rn in g c o m ple x p ro b le m s in to s im ple s o lu tio n s. B ut

n ot f o r t h e s a ke o f t h eir o w n e g o. L e t’s lo ok a t s o m e s c e n ario s.

[ M USIC P LA YIN G ]

S te ve , w here a re t h e n ew p ro d uct s a le s? T h e b oa rd is s e ttin g t h e d ep artm en t’s b ud get t o m orro w , a t 8 :0 0 A M , b ase d o n t h is r e p ort.

I k n ow . I’m s o rry . I s tu ffe d u p .

I n eed a s o lu tio n . W ell? W e n eed t o a ct t o d ay.

M elin d a h as t h e d ata I le ft o u t.

C all h er.

S he’s o n le ave .

F in d s o m eon e e ls e w it h t h e d ata . T h ere m ust b e s o m eon e.

I d on ‘t k n ow .

T h e b oa rd h as a f u ll r e p ort t o m orro w a t 8 :0 0 A M .

I t ‘l l b e t h ere .

S te ve , y o u le ft o u t t h e n ew p ro d uct s a le s. T h e b oa rd n eed s t h is b y 8 :0 0 A M t o m orro w .

I ‘m s o rry . I k n ow I s tu ffe d u p .

O K, le t’s t h in k s o lu tio n s.

I c a n ‘t b elie ve I’v e d on e t h is .

D on ‘t w orry a b ou t t h at f o r n ow . W ho e ls e h as t h e d ata ?

M elin d a.

G re at, c a ll h er.

S he’s o n le ave .

S om eb od y e ls e m ust h ave t h e d ata . T h in k o f t h e b ro a d er g ro u p , o f t h e o th er p eop le y o u w ork e d w it h o n t h is .

S uzie , b ut s h e’s in a m eetin g a ll a ft e rn oon . C an y o u g et h er, b y c lo se o f b usin ess?

I ‘l l f in d a w ay.

B rillia n t. If y o u h it a w all, c o m e a n d s e e m e. I w ill. T h an ks, A m an d a.

E ffe ctiv e le ad ers w ork w it h a n d t h ro u g h p eop le . T a kin g t h em in t h e r ig ht d ir e ctio n , w here e ve ry o n e b en efit s . D urin g a c ris is , t h ey

u tiliz e t h ese s k ills t o g re at e ffe ct. L is a o r A m an d a, w hic h a re y o u m ore lik e ?

[ M USIC P LA YIN G ]

W e’v e a ll b een d ealin g w it h t h e n ew c lie n t. B ut I w as t h e o n e w ho c lin ch ed t h e d eal s o , a cco rd in g t o t h e r u le s, it ‘s m y a cco u nt. I’m

j u st c o n ce rn ed t h at t h is is c a u sin g c o n flic ts . I k n ow o th ers r e ally w an te d t h is c lie n t.

C on flic t h ow ?

R ese n tm en t, je alo u sy , d if fic u lt w ork e n vir o n m en t. B ut y o u m ad e it c le ar t h is w as t h e o p portu nit y y o u ‘v e b een w ait in g f o r.

O h, it is . It ‘s g re at. B ut–

I t ‘s o n ly n atu ra l o th ers a re g oin g t o f e el n eg ativ e ly t o w ard s y o u f o r a w hile .

T o b e h on est, I h ad n’t e xp ecte d it .

L o ok, K ath y, y o u h ave t o r e aliz e b ein g a m bit io u s h as it s p it fa lls . N ot e ve ry o n e is g oin g t o b e y o u r b est f r ie n d .

T h ese a re p eop le I’v e w ork e d f o r a lo n g t im e.

T h e p ric e y o u p ay. It ‘l l b e f in e, t r u st m e.

I k e ep t e llin g m yse lf , it ‘l l b e f in e. B ut it ‘s n ot.

W hat k in d o f c o n flic t?

R ese n tm en t, je alo u sy , d if fic u lt w ork e n vir o n m en t.

T h is is D is a p poin tin g n ew s. Y o u r p osit iv e t h is is a ll h ap pen in g o n t h e b ack o f y o u r n ew c lie n t?

I ‘m s u re . I f e el is o la te d . P e op le a re t r e atin g m e d if fe re n tly .

I n w hat w ays?

L e ss e n g ag ed , in d if fe re n t.

B ut n oth in g s p ecif ic y o u c a n t h in k o f?

T h e v ib e ju st f e els w ro n g .

O K, t h ese f e elin g s a re e n tir e ly le g it im ate . Is it p ossib le y o u ‘r e p ro je ctin g s o m e o f y o u r s tr e ss?

I d on ‘t u nd ers ta n d .

W ell, s o m etim es w e p erc e iv e s it u atio n s m ore n eg ativ e ly t h an t h ey a ctu ally a re . It ‘s a ls o p ossib le t h at t h ey’v e n otic e d a c h an g e in

y o u r b eh avio r.

I h ad n’t t h ou g ht o f t h at. D on ‘t b e a fr a id t o t a lk it o ve r w it h t h em . It ‘s n ot e asy w hen t h ere ‘s a c h an g e in m an ag em en t.

O ve r t h e la st 2 0 y e ars , w e’v e s e en t h e r o le o f t h e le ad er c h an g e d ra m atic a lly . In ta n g ib le s, s u ch a s e m plo ye e m ora le a n d e m otio n al

w ell b ein g , a re n ow in te g ra l t o s u cce ssfu l o rg an iz a tio n s. L e ad ers w ho ig nore o r u nd ere stim ate t h e h um an a sp ect d o s o a t t h eir o w n

p eril.

[ M USIC P LA YIN G ]

O ne o f t h e c o n sta n t d ile m mas le ad ers f a ce is h ow t o m an ag e t h eir e m plo ye es. T o o m uch m an ag em en t, a n d s ta ff c a n f e el t h ro ttle d

a n d d is e m pow ere d . T o o lit tle , a n d t h ey c a n f e el lo st a n d u np ro d uctiv e . E ffe ctiv e le ad ers f in d a b ala n ce . T h ey p ro vid e o p portu nit y

f o r in nova tio n a n d e m erg in g le ad ers h ip , b ut d o s o w it h in a c o n te xt t h at e n su re s a d esir a b le o u tc o m e.

I w en t t h ro u g h t h e b rie f, a n d I’v e g ot s o m e id eas f o r a n ew a p pro a ch .

W e h ad a s im ila r p ro g ra m la st t im e t h at w as v e ry p op ula r. T a ke S te ve a sid e a n d b ra in sto rm s o m e f r e sh m ark e tin g c a m paig n.

S ure . I w as a ctu ally h op in g t o u se s o cia l m ed ia a s a n ew p la tfo rm , r a th er t h an n ew sp ap ers , T V , a n d r a d io . M y c o n ce rn is t h e w ay

p eop le , n ow ad ays, a re a cce ssin g in fo rm atio n .

S ou nd s r is k y . T h ere ‘s a lo t r id in g o n t h is .

A bso lu te ly . I’v e a lr e ad y p re p are d a s tr a te g y f o r S te ve t o lo ok a t.

L o ok, t h e n ew b ud get d oe sn ‘t h ave a n y r o om f o r t h is .

E ve n t h ou g h a n um ber o f o u r c o m petit o rs a lr e ad y h ave a la rg e o n lin e p re se n ce ?

T h at m ig ht b e, b ut m y h an d s a re t ie d .

T h is c o u ld o p en u p a w hole n ew m ark e t.

Y e s, t h at’s o n e p oin t o f v ie w . T h e o th er is t h at w e’r e a lr e ad y v e ry s u cce ssfu l in t h e m ark e ts w e a lr e ad y k n ow .

I ‘d b e h ap py t o g o o ve r t h e in fo rm atio n I a lr e ad y h ave .

L o ok, I’m a ll f o r n ew id eas, b ut n ot a t t h e e xp en se o f o n es t h at a lr e ad y w ork w ell.

T h is is a c o m ple te ly n ew d ir e ctio n f o r u s.

I k n ow , I’v e d eve lo p ed a s tr a te g y f o r S te ve t o lo ok a t.

I t ‘s g ood . V ery d eta ile d .

T h an ks. I t h in k w e’d b e m is sin g o u t o n a w hole n ew a u d ie n ce if w e d id n’t b ra n ch o u t.

A nd y o u ‘r e c o n fid en t t h at t h is is t h e r ig ht a p pro a ch f o r u s?

T h ere ‘s r is k , b ut m in im al. W e’v e f a lle n b eh in d in n ew m ed ia , s o w e’l l n eed t o m ake a le ap a t s o m e s ta g e.

O K. L e t’s u p date la st y e ars m ark e tin g s tr a te g y a s a p la n B .

R eso u rc e w is e , w e’d s tr u g gle . Y e s, t h ere ‘s v e ry lit tle r o om in t h e b ud get f o r n ew v e n tu re s. H ow eve r, I c o u ld g et t o g eth er a s m all t e am t o w ork o n t h e u p date .

T h at w ou ld b e g re at.

B ut I w an t y o u t o le ad t h em .

W hat a b ou t s o cia l m ed ia ?

S te ve a n d I w ill o ve rs e e it . B ut I w an t y o u t o w ork w it h M elin d a a n d t h e r e st o f t h e t e am . S te ve s h ou ld a ls o b e in vo lv e d in t h e

d is c u ssio n s, a s h e is o u r IT p ers o n . I r e aliz e t h is is y o u r id ea. A nd I’m im pre sse d w it h t h e w ork t h at y o u ‘v e d on e. B ut S te ve h as a n

I T b ack g ro u nd . A nd I n eed t o s e e t h e a llo ca tio n t h e m on ey.

I w as r e ally h op in g f o r a n ew c h alle n g e.

T h is is it . Y o u ‘v e a lr e ad y p ro ve n y o u r in nova tio n . A nd I’m e xp ectin g t h at y o u ‘l l d o t h e s a m e w it h t h e t a sk s t h at I’v e s e t y o u .

I h op e s o .

L o ok, if w e c a n a cco m plis h b oth s tr a te g ie s, it ‘l l b e a g re at a ch ie ve m en t f o r e ve ry o n e in vo lv e d .

I ‘l l s e e if a n y im pro ve m en ts c a n m ad e t o la st y e ar’s m ark e tin g . I’m s u re t h ere w ill b e.

G re at. L e t’s m eet a g ain in t w o w eeks. T h at g iv e s u s a w eek b efo re t h e la u nch o f t h e c a m paig n.

I f S te ve o r I g et s tu ck , w e’l l b e s u re t o g et y o u in vo lv e d .

I ‘d a p pre cia te t h at.

L e ad ers h ip is u nd ou b te d ly c h alle n g in g . C han g e c a n b e r a p id a n d u np re d ic ta b le . B ut e ve n u nd er p re ssu re , a n e ffe ctiv e le ad er is

a b le t o c re ate a n a u ra o f e xcit e m en t, t h ro u g h m ean in g fu l a ctiv it ie s t h at m ake a d if fe re n ce . T h ey a ls o r e aliz e t h at n ot e ve ry th in g

r e sts o n t h eir s h ou ld ers . T h e o ve ra ll g oa l is m ost im porta n t, n ot w ho t a ke s t h e s p oils .

[ M USIC P LA YIN G ]

I t ‘s a n a g e o ld q uestio n , a re le ad ers b orn o r m ad e? W ell n ot e ve ry o n e m ig ht a g re e, t h e a n sw er is a s im ple o n e. A nyo n e c a n le arn

t h e h ab it s a n d s k ills n ece ssa ry f o r le ad ers h ip .

H ere y o u g o.

H i, K ath y. T a ke a s e at.

T h an ks.

S o it ‘s b een t w o w eeks. H ow ‘s t h e c a m paig n c o m in g a lo n g ?

T o b e h on est, it ‘s a s tr u g gle . I d on ‘t t h in k I’m c u t o u t f o r le ad ers h ip .

R eally ? W hat’s b een t h e b ig gest c h alle n g e?

A ll o f it , e n g ag in g s ta ff, p ullin g r e so u rc e s t o g eth er, k e ep in g m y c o ol. I n eed h elp .

I ‘m h ap py t o a ssis t y o u w here I c a n . B ut d o y o u f e el y o u s h ou ld ‘v e c o m e t o m e e arlie r? P ro b ab ly . I g uess I w as t r y in g t o p ro ve I c o u ld d o it o n m y o w n.

W hic h c a n h ap pen . I’v e b een g uilt y o f it m yse lf .

I lo ok a t y o u , a n d y o u h ave it a ll t o g eth er. P e op le a re m otiv a te d . T h ey lis te n . Y o u g et t h in g s d on e. I d on ‘t h ave a n y o f t h at.

F ir s t, y o u h ave t h e d esir e t o le ad . T h at’s a g ood s ta rt. S eco n d , w hat y o u s e e w it h m e is a n a ccu m ula tio n o f m an y y e ars o f le arn in g .

B ut y o u m ake it s e em s o n atu ra l.

A ft e r a w hile , p erh ap s. I’v e g ra d ually h on ed m y le ad ers h ip s k ills , a lo t o f f a ls e s ta rts a n d m is ta ke s, a lo t o f d ark d ays.

S o w hat c a n I d o?

I r e ally w an t t o m ake t h is w ork . M ayb e b y t r y in g s o h ard , y o u ‘r e c lo u d in g y o u r ju d gm en t. T a ke t im e t o o b se rv e

y o u r t e am . L e arn w hat m ake s t h em t ic k . E n su re t h ey a lw ays k n ow w here y o u ‘r e t a kin g t h em .

A nd if t h ey d on ‘t lik e t h e d ir e ctio n ?

T h is s o u nd s c o rn y, b ut y o u n eed t o c re ate a n a tm osp here w here t h ey f e el lik e t h ey’r e m is sin g o u t b y n ot f o llo w in g y o u a n d t h e r e st

o f t h e t e am .

I ‘m n ot c h aris m atic lik e t h at.

Y o u d on ‘t h ave t o b e. It ‘s a b ou t b ein g a sse rtiv e a n d c o n fid en t in t h e d ir e ctio n y o u ‘r e t a kin g a n d o p en t o le arn in g f r o m t h ose a ro u nd

y o u . S om e v e ry s u cce ssfu l le ad ers u nd ers ta n d t h e lim elig ht is n ot a lw ays o n t h em .

I t h in k t h ey’r e b eg in nin g t o s e n se m y d esp era tio n . M ayb e it ‘s t o o la te t o r e -e n erg iz e t h em .

O K, t h e p ro ce ss w asn ‘t p erfe ct. B ut y o u ‘v e g ot a g re at o p portu nit y in t h e n ext t w o w eeks. L e arn a s m uch a s y o u c a n f o r n ext t im e.

I m ig ht t a ke a n oth er lo ok a t t h is s tr a te g y a n d w here w e’r e a t a n d t h en t a lk it o ve r w it h y o u , if t h at’s O K?

O f c o u rs e , I’m g la d y o u c a m e a n d a sk e d f o r h elp . H um ilit y is a n im porta n t t r a it in a le ad er.

T h an ks f o r e ve ry th in g . I r e ally a p pre cia te it .

Y o u ‘r e w elc o m e. A nd K ath y, I k n ow y o u ‘l l f in d y o u r f e et s o on . B e p atie n t.

A cro ss h is to ry , le ad ers h ip h as u nd erg on e m an y t r a n sfo rm atio n s, f r o m t h e in sp ir a tio n al o ra to r t o t h e t o u g h m in d ed o p era to r. T h e

c u rre n t id eal o f a s u cce ssfu l le ad er is o n e t h at is le ss d om in eerin g a n d m ore in h arm on y w it h t h ose a ro u nd t h em .

E ve ry le ad er w ill b rin g t h eir o w n p ers o n al s ty le t o t h e r o le . B ut t h ose w ho a re s e lf – a w are , f le xib le , a b le t o a ck n ow le d ge t h eir o w n

l im it a tio n s, a n d u nd ers ta n d w hat d riv e s h um an s h ave t h e b est c h an ce , in t h e lo n g t e rm . W ay t o g o t e am . T h at’s a w ra p .

[ M USIC P LA YIN G ]

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