Page 64 - kf fyi for your improvement license eng 3-4-15

Want to learn more? Take a deep dive…

Anderson, K. (2013, February 2). What makes collaboration actually work in a company? Forbes.
Cohen, G. B. (2009, September 29). Leadership: How to ask the right questions. Bloomberg
Businessweek.

Harvard Management Update. (2008, February 28). Exerting influence without authority. Harvard
Business Review Blog Network.

Richardson, A. (2011, May 31). Collaboration is a team sport, and you need to warm up. Harvard
Business Review Blog Network.

6. Not sure what others want? Listen. It’s easy to assume you understand someone’s position. Do
you walk into meetings with preconceived notions of their views? Do you finish people’s sentences
and not hear what they think? Do you really know what is going on in their heads? The only way to
truly understand what’s important to them is to ask questions and listen. Use open-ended questions.
Questions that cannot be answered with a one-word answer. “Tell me more about…” “How did
you…?” “What do you think about…?” Show through your non-verbals that you are paying attention.
Nod in response to what they’re saying. Maintain good eye contact. Ensure your posture is open (no
folded arms). Make notes on key points. Summarize what you are hearing. Paraphrase your
understanding of what they say—“So what you’re saying is…” Ask clarifying questions if you’re
unsure. Demonstrate that you care and want to understand. This builds bridges with others. Digest
what you’re hearing. Does it make sense? Do you have a clear picture of what’s important to them? If
not, ask for more information.

7. Having trouble building trust? Make your intentions clear. People are less likely to want to work
with you when they are not sure of your intentions or actions. When you begin a project, consult with
others and provide information. Share your plans for dealing with an issue and invite input and
feedback from others. Do something with what you have heard. Link their views to other aspects of
the plan. Validate their input through making connections. Communicate freely and encourage others
to do the same. If appropriate, conduct a town hall or a Q&A session. Be transparent and candid
about decisions and plans. Be clear on your priorities. Paint a clear picture of the goal. What does
success look like? Don’t just talk about your values, live them. Let others know when things are not
going well. Ask for their ideas on turning things around. Can’t deliver on a commitment? Keep all
relevant people informed. Not just about the problem, but also steps you are taking to correct it.

8. Collaborate only so far, then stop? Include others in executing on decisions. “Coming together
is a beginning. Keeping together is progress. Working together is success.” Henry Ford got it right.
Collaboration does not stop with the decision. It is just the beginning. Make sure you involve others in
the action plan moving forward. Share responsibility. Clarify who is accountable for different aspects
of the project. Be clear. When working with your team, delegate as much accountability as you can.
Responsibility helps to drive ownership. Be clear on expectations and milestones. Have a plan to
check in with each other. Follow your plan. When you need to adjust the plan, do so together. Share
information freely and encourage others to do the same. Be quick to let people know if there are
external changes affecting the initiative. Keep people in the loop and ask them to do the same.

© Korn Ferry 2014-2015. All rights reserved. WWW.KORNFERRY.COM

64