Nano Tools for Leaders II

In Nano Tools on October 7, 2010 at 10:57 am

Strategic Communication: Making Your Point

Nano Tools for Leaders® are fast, effective leadership tools that you can learn and start using in less than 15 minutes – with the potential to significantly impact your success as a leader and the engagement and productivity of the people you lead.

Contributors: Richard Shell, Professor of Legal Studies and Business Ethics, and Mario Moussa, Academic Director, Wharton Executive Education programs; co-authors of The Art of Woo: Using Strategic Persuasion to Sell Your Ideas (Portfolio/Penguin, 2007) and co-directors of Wharton’s Strategic Persuasion Workshop.

The Goal:

Communicate your ideas so that others understand your most important strategic priorities.

Nano Tool:

Management theorist Nitin Nohria famously identified communication as “the real work of leadership.” Yet Professors Shell and Moussa’s research shows that communication at work is surprisingly difficult – and mistakes are expensive. One study found that misunderstandings cost companies nearly $40B annually (the actual figure is probably much greater).

Shell and Moussa identified key psychological barriers, including belief bias and self-interest, that distort communication and stand between your ideas and your co-workers, superiors, and subordinates. They found that effective communicators avoid these barriers while making their intentions clearly understood. Specifically, they:

  1. communicate ideas in simple terms,
  2. support them with the right kind of evidence, and
  3. make them memorable.

How It Works:

  • Former GE CEO Jack Welch, while running a sprawling global enterprise, thought of himself as a “shopkeeper.” The image helped him simplify the way he communicated strategic priorities to shareholders and employees.
  • Apple CEO Steve Jobs treats his presentations at industry conferences as theatrical performances. He uses hands-on demonstrations to bring new products to life and often makes surprise announcements to grab the attention of his listeners.
  • Social activist and rock star Bono communicates on multiple “channels” to ensure that he is reaching his varied constituencies. With CFOs, he speaks the language of numbers. With religious figures, he draws on his experience as a born-again Christian. When he needs to shake up politicians, he can be blunt and challenging.
  • At electronics retailer Best Buy, HR managers Jodi Thompson and Cali Ressler built support for the idea of using social media tools to support more flexible working arrangements. Rather than give PowerPoint presentations about how the tools would make possible variable schedules, virtual collaboration, and meeting-free zones, Thompson and Ressler used small-scale pilots to demonstrate their effectiveness.
  • See the Additional Resources below for more examples and research findings.

Action Steps:

  1. Use the PCAN tool. Simplify your idea by asking: What is the Problem am I trying to solve? What is the Cause of the problem? What is my Answer to the problem? What is the Net benefit to my audience of my answer?
  2. Choose the right language. Your idea should be supported with evidence expressed in the language (for example: formal authority, numbers, vision, self-interest) of the people with whom you are communicating.
  3. Make it memorable. Express your idea through hands-on demonstrations, stories, puzzles, and other ways to create “stickiness.”

Share Your Best Practices:

Do you have a best practice for effective communication? If so, please share it by commenting on this post.  Brought to you by the Wharton Center for Leadership and Change Management.

Additional Resources:

  • The Art of Woo: Using Strategic Persuasion to Sell Your Ideas. Shell and Moussa’s book on strategic persuasion.
  • Nohria, N. and Harrington, B. (1993). Six Principles of Successful Persuasion. Harvard Business School Note: 9-494-037.
  • Made to Stick: Why Some Ideas Thrive and Others Die. Chip and Dan Heath’s book about making your ideas simple and memorable.
  • Richard Shell and Mario Moussa teach strategic communication in Wharton’s Strategic Persuasion Workshop

About Nano Tools:

Nano Tools for Leaders® was conceived and developed by Deb Giffen, MCC, Director of Innovative Learning Solutions at Wharton Executive Education. It is jointly sponsored by Wharton Executive Education and Wharton’s Center for Leadership and Change Management, Wharton Professor of Management Michael Useem, Director. Nano Tools Academic Director, Professor Adam Grant.

Click the Red Response Box below to leave your best practices and comments.


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