Posts Tagged ‘Education’

Damon Oldcorn berates the entrenched ageism of the IT industry.
empowerment

The word ’empower’ is used a lot these days to describe a company’s ability to meet change by giving authority to the people at the sharp end. Words like this always seem to be touted around by public relations people, nothing too detailed of course, just some well concocted statements to mark some occasion or other. So the poor workers on the shop floor (as it used to be known) are going to be empowered. I do hope someone has told them about this new era of decision-making and accountability.

As you know, global organisations and our own high technology firms have thinned down their company structures, partly because of economic pressures, partly with the introduction of newer technology. Companies emerge with a streamlined look, not much middle, a flat top and a flat bottom. The idea behind the structure is that the strategic decisions made at the flat top can be whizzed to the troops at the flat bottom for them to implement tactically, making ever more accountable decisions as they go. Great in theory, but not so great in practice if you’re the 45-year-old who had to be removed to make way for this new wave.

Most of the companies I come into contact with, many in the computer and communications industry, have not trained the executives at the flat top in the new-age skills needed to compensate for this rapid change in business strategy. So as you can imagine it is extremely unlikely that they have got round to the training needs of the flat bottom to help them adapt to the new demands of this empowerment process. The question is, can the executives at the flat top grasp the new-age skills for this tremendously taxing change? I mean this change is major league, so not to be treated lightly.

sensitivityTo achieve corporate excellence today, the executive will have to have many facets in their management kit-bag: creative insight, sensitivity, vision, versatility, focus and patience (to mention just a few). Let’s focus on sensitivity for a moment ( a word not often heard in this rough, tough, high technology market). If, in the final analysis, people are an organisation’s greatest asset, then the new type manager must understand how to bind them together in a culture, wherein they feel truly motivated in the pursuit of higher goals. Face to face communication, ongoing training and development, creative incentive programmes and job security all display the sort of sensitivity that nurtures strong cultures.

Every strong culture and in this case the empowered culture derives from management sensitivity. Without it employees feel unmotivated, under-utilised,even exploited. It only takes a flick through the online job bulletin boards to see how we treat our employees. The turnover of staff, both junior and senior, is as fast and furious as ever, and there is a common pattern to people moving on. A majority when asked why they changed companies, would reply that they were not managed or spoken to in a professional manner. What a waste of time and money for all concerned. Let’s see some action to design companies so that empowerment is a balanced reality between decision-making, accountability, training and management support.

jin-tt-vs-nospringchicken-flatTo return to a point I touched on earlier, ageism, there seems to be an unwritten law in this industry that says because we keep inventing shiny, new products and services, that we must always have shiny, new younger staff as well. The number of over-45s who seem to get sidelined is amazing. What happens? Is it self-perpetuating because we have younger senior executives or younger recruitment staff? Are they unsure of their industry skills or even political ground to keep on older and more experienced staff than themselves. The older executive does not lose his or her ability to make decisions, to contribute creatively and energetically. Let’s not keep falling into the trap of discarding experience, if the industry is to mature it needs that stability.

The number of young executives I see looking for answers to basic business questions (on any online industry forum) that got answered  a long time ago concerns me. It’s not their fault, who have they got to learn from if the older mentor figures keep disappearing? There has to be a process of regeneration, a cycle where experienced professionals, grounded in business skills, impart their knowledge to the next set of executives. Who else will do it? The major company training schools seem to have diminished, or if not, focus too often on technology orientated product courses. You can only learn so much from self-help business books or company sponsored MBA courses.

Day to-day business sense has to be learned on the job, from people you respect and want to emulate. You can’t just hand out senior management positions to young executives before they are able to cope with the pressures that surround these demanding roles. So let’s match the investment that is made in the technology with investment in the long-term skills and care of our people at what ever stage of their careers, young or older.

Equally applicable to Business, Brexit or POTUS.

orange

Roger Fisher and William Ury (Harvard 1981) tell the story of two sisters arguing over an orange. After some discussion they agree to divide the orange in half, an apparently wise and fair solution. One sister then peels her half and eats the fruit, while the other peels her half, throws away the fruit and uses the peel to make a cake. What appeared to be a wise solution – namely a 50-50 division of the orange was certainly fair, but not very wise. If only the sisters had paid less attention to their positions (how much of the orange each was asking for) and more to their interests (why each wanted the orange) they could have reached an agreement which allowed both to obtain everything they wanted.

Instead of analysing negotiation as a confrontation between two adversaries (each of whom is determined to get as much as possible, while surrendering little or nothing on the way), the ‘Principles of Problem solving’ approach calls for greater collaboration. Each side seeks to do as well as possible for itself, but views the other party not as an adversary but as a potential collaborator. The objective is to find ways to advance one’s self-interest while also leaving room for the other side to do the same. This calls for negotiators to move from statements of position to an analysis of underlying interests.

Exponents of this approach to negotiations argue that opportunities for joint gain result when negotiators are able to metaphorically swing their chairs round so that, instead of facing each other, they are side by side, instead of confronting each other, they jointly confront the problem that challenges both. People negotiate with each other all the time – wives with husbands, managers with workers, nations with other nations. Yet despite the fact that it is a path of everyday life, it is only in recent decades that we have begun to study negotiation systematically. To be sure, not all conflicts are amenable to this joint problem solving approach, many are, however.

Others remain better suited to the more traditional concession-making process, alluded to earlier, in which negotiations begin at extreme opening demands, then slowly shift from these in order to reach some sort of mutually acceptable agreement. Although these two methods of thinking about negotiations would appear to rest on different assumptions about the nature of the process, they are actually very much alike in one key aspect. Both points of view are best suited to the kind of negotiation that takes place between parties of equal power. Whether it is two sisters, or two super-powers, as long as neither party has the power to impose agreement on the other, and parties acknowledge their interdependence, there is room and opportunity for negotiation.

But what happens when power is not equally divided between the parties, when one side has far more power than the other, when one side is far less dependent on reaching a negotiated settlement than the other? As Jeff Rubin and Jeswald Salacuse (Harvard 1990) point out, if two nations are engaged in a water rights dispute concerning a river, and one nation sits upstream of the other, why should the upstream party agree to negotiate, rather than simply decide unilaterally to do exactly as it pleases? In turn, what does the party with low relative power do to persuade its upstream counterpart to come to the negotiating table?

vietnam

It is usually assumed that success in negotiations is merely a matter of power and that the company with less power is always at the mercy of the company with more power. Yet the history of international relations is filled with examples of large states which failed to force small states to do their bidding (eg the US and Vietnam, the USSR and Afghanistan). These examples raise the question of whether results in such negotiations are not just a matter of power, but also of strategies and tactics.

It is said that everyone loves an underdog, that the skilled negotiator should be able to turn this phenomenon to his or her advantage, that often the seemingly weak are far more powerful than they realise, and that the powerful may be far weaker than is commonly supposed. Well no method can guarantee success if all the leverage lies on the other side. The most any method of negotiation can do is to meet the two objectives: to protect you against making an agreement you should reject and to help you to make the most of the assets you do have so that any agreement satisfies your interests as well as possible.

So is there a measure for agreements that will help you to achieve these aims? Yes there is – develop your BATNA (best alternative to a negotiated agreement). The relative negotiating power of parties depends primarily upon how attractive to each is the option of not reaching agreement. Generating BATNAs requires three distinct operations.

  • Inventing a list of actions you might conceivably take if no agreement is reached;
  • Improving some of the more promising ideas and constructing them into practical alternatives;
  • Selecting tentatively the one option that seems best;

Having gone through this effort, you now have a BATNA. Judge every offer against it, having a good BATNA can help you negotiate on the merits. Apply knowledge, time, money, people, connections and wits into devising the best solution for you, independent of the other sides assent.

sumo-light

 

Noticed that some of my circle were still chasing the MBA prize, and wondered is it really as big a thing as it used to be, and more importantly does it still have a positive effect on your career. Well I am sure as these people are intelligent  they would not be there in the first place if they had not reasoned yes, given the cost and time spent. From my point of view I believe it is the process of the MBA rather than the outcome that is always the win, it is the network created off the back of the travelling and the course that really gives you the lift.  

Reblog this post [with Zemanta]