Schmooze or Lose: How the Lost Art of Negotiation Led to a Shutdown, by Jack Welsh | LinkedIn
Arthur Lozinski stashed this in Smart Stuff
The key is schmoozing with people who ARE NOT like you:
You have to schmooze early and often. You can’t suddenly burst out of your office to build relationships when you hear rumbles of trouble from down below, and it’s certainly too late by the time a crisis flares. No, schmoozing has to be what you do all the time as a leader; it has to be a massive part of your job. Walking around, having a coffee, sitting and listening, getting real, letting people get real with you. Showing who you are, what you care about, exposing your hopes and dreams and values. Asking people the same about themselves.
Building — in two big fat words — trust and transparency.
And look, we’re not talking about the standard, ho-ho-ho kind of social schmoozing you do with your customers and your team and your boss. That’s easy. That’s like President Obama schmoozing with Nancy Pelosi, or John Boehner schmoozing with Eric Cantor.
Leaders have to do something harder and more essential; something that can feel awkward at first. You have to schmooze with your known “adversaries” too, say, for instance, your union, or the group of employees who hate your new strategy and want the old one back. The resistors that exist in every organization. The perennial naysayers. Smart and annoying. Them.
Because if you don’t schmooze with friend and foe alike as a leader, unpleasant or wildly inefficient as it may seem, one day a crisis will come and, without thriving relationships and ongoing dialogue, it will shut you down, be it in the grand corridors of Capitol Hill or over in the three cramped rooms you call headquarters.
I disagree with Jack Welsh on this point. Never use smileys in a business context.
Now, we’re not Luddites. We love dashing off an email and texting can’t be beat for efficiency. Y call Sally abt her promotion when u can just send a :-) ?
But the day Sally has a bone to pick with you about a new initiative or a promotion she didn’t get – and she’s ready to start building a coalition around her position – a :-) isn’t going to cut it. She needs to have seen you smile in person, and heard your voice and mind – and you need to have seen and heard and known her too.
I repeat: keep emoticons out of business.