Effectively Influencing Decision-Makers by Marshall Goldsmith
In this article, Mr. Goldsmith says that the person who makes decisions in the corporate world is the one who has the power. This person might not be the best person for the job, but it won’t matter as long as he has the power to make decisions. So, it’s up to each person to affect change by influencing these “people of power.” (My emphasis)
He says that the worker has to really sell his ideas and take responsibility for any results that are achieved or not achieved. Many people like to blame someone else for their lack of success. This might make someone feel better about himself but it doesn’t help the person achieve success. Focus on the positive impact that the idea or product would bring to the whole company rather than to just one part of it. Pick your battles and don’t be so competitive that you win a useless argument but lose the war. Be realistic when it comes to the cost, and not just money. Someone else might have to be cut in order to implement your plan. And, most importantly, never let something unethical go unchallenged. Don’t be judgmental, but question the order or decision. Stay true to your ethical standards.
I thought this was a very practical article and I’m keeping a copy for future reference. As a manager, I always took responsibility for my actions and decisions. Making mistakes is how we learn. Not taking responsibility for our actions doesn’t help us grow as citizens and sets a bad example for others.
Citation:
Goldsmith, Marshall. "Effectively Influencing Decision-Makers." Business Week. McGraw-Hill Co., 19 June 2009. Web. 4 Aug. 2009. <http://www.businessweek.com/managing/content/jun2009/ca20090619_923770.htm>.
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