Category Archives: Leadership

Leadership

Expressing Anger at Work: Power Tactic or Career-Limiting Strategy?

Organizational pressures and anxiety can trigger expressions of anger.

Victoria Brescoll

Victoria Brescoll

When women and men expressed anger at work, evaluators considered women less competent, with lower leadership effectiveness than men who also expressed anger.

Both male and female evaluators conferred lower status on angry female professionals, reported Yale University’s Victoria Brescoll and Eric Luis Uhlmann of HEC Paris School of Management.

Eric Luis Uhlmann

Eric Luis Uhlmann

Negative evaluations of women who express anger were consistent across job roles, from female CEOs to female trainees.
In contrast, men who expressed anger at work were conferred higher status than men who expressed sadness.

Kristi Lewis Tyran

Kristi Lewis Tyran

Women who expressed anger and sadness were rated as less effective than women who expressed no emotion, found Kristi Lewis Tyran of Western Washington University.

Men were also negatively evaluated for leadership effectiveness when they expressed sadness. 
Sadness seems to be negatively evaluated in both men and women, and anger is especially negatively evaluated in women.

Observers attribute different motivations and causes to anger expressions by women and men.
Women’s angry emotional reactions were attributed to stable internal characteristics such as “she is an angry person,”  in Brescoll’s and Uhlmann’s research.
In contrast, men’s angry reactions were attributed to changeable external circumstances, such as having external pressure and demands.

Donald Gibson

Donald Gibson

These differing evaluations are related to societal norms for women to regulate anger expressions, suggested Fairfield University’ s Donald Gibson and Ronda Callister of Utah State University.

Women may buffer the status-lowering, competence-eroding, and dislike-provoking consequences of anger at work by:

 

-*What consequences have you observed for people who express anger in the workplace?

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©Kathryn Welds

“Feminine Charm” as Negotiation Tactic

Charlotte Brontë

Charlotte Brontë

Feminine charm” was one of the few available negotiation tactics for women in past decades, portrayed in novels by Charlotte Brontë, Jane Austen, and George Eliot

Jane Austen

Jane Austen

Former United States Secretary of State Madeleine Albright said that she used “charm” in negotiations with heads of state. This statement inspired University of California, Berkeley’s Laura Kray and Alex Van Zant with Connson Locke of London School of Economics to investigate “feminine charm” in negotiation situations.

Madeleine Albright

Madeleine Albright

They found that “the aim of feminine charm is to make an interaction partner feel good as a way of gaining compliance” and “charm” is characterised by:

Laura Kray

  • Friendliness, or concern for the other person,
  • Flirtation, or concern for self-presentation.

Hannah Riley Bowles

“Feminine charm” (friendliness plus flirtation) partially buffered the social penalties (“backlash”) against women’s efforts to negotiate, identified by Harvard’s Hannah Riley Bowles and her colleagues.

Linda Babcock

Women who were perceived as flirtatious achieved superior economic deals in negotiations compared with women who were seen as friendly.

This finding validates Carnegie Mellon’s Linda Babcock’s observation that women achieve better negotiation outcomes when they combine power tactics with warmth.

These research results expose “a financial risk associated with female friendliness:…the resulting division of resources may be unfavourable if she is perceived as ‘too nice’.”

-*How do you mitigate the “financial risk associated with female friendliness”?

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©Kathryn Welds

Writing Power Primer Increases Efficacy in High-Stakes Performance

Adam Galinsky

Adam Galinsky

Power ...(regulates) human interaction…it creates patterns of deference, reduces conflict, creates division of labor,” wrote Columbia’s Adam Galinsky.

He evaluated a power-enhancing technique to investigate whether feelings of power are associated with different outcomes in professional interviews.

David Dubois

David Dubois

Collaborating with David Dubois of INSEAD, Tilburg University’s Joris Lammers, and Derek Rucker of Northwestern University, they asked job applicants and business school admission candidates to write about a time they felt powerful or powerless.

Joris Lammers

Joris Lammers

Independent judges who were unaware of the different instructions, rated “applicant’s” written and face-to-face interview performance.
Evaluators assigned highest scores to those who recalled power experiences.

Derek Rucker

Derek Rucker

Judges preferred power-primed applicants, citing their greater persuasiveness and confidence.
These candidates received more offers of job roles and business school admission than those who wrote about powerless experiences or situations unrelated to feelings of power and powerlessness.

Sian Beilock

Sian Beilock

An earlier post highlighted Sian Beilock’s investigation of writing as a coping tool in stressful academic situations.
Her collaborators at University of Chicago, Vanderbilt, and Pace Universities showed that students could manage test anxiety by writing about their concerns to maintain a calm mindset.

Recalling an experience of personal power can influence impressions of persuasiveness, competence, and likeability in professional interviews.
This effect can be enhanced by writing about power experiences to increase confidence and optimism when working toward desired goals.

-*How do you prepare for challenging professional interviews?

-*How effective have your found “power primes” in high-stakes performance situations?

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©Kathryn Welds

How to Win the Career Advancement Contest – Tournament

Olivia Mandy O'Neill

Olivia Mandy O’Neill

People who work in an organization tacitly agree to participate in a “Workplace Tournament” for advancement, according to (Olivia) Mandy O’Neill of Wharton and Charles O’Reilly of Stanford.

They contend that careers are a series of tournaments in which employees compete for promotion to higher organisational levels.

Brian G.M. Main

The prevalence of implicit workplace “contests” was validated in O’Reilly’s study of executive pay with University of Edinburgh’s Brian G M Main and James Wade, of Emory University.

Phyllis Tharenou

Phyllis Tharenou

Women in organisational hierarchies dominated by men progressed less frequently to management roles even though they might earn more than women in other organisations, according to Phyllis Tharenou of Flinders University.

Employees with managerial aspirations and “masculine” (proactive, assertive, competitive) preferences were more likely to advance in management roles, she found.

These effects were enabled by “career encouragement” such as mentoring and structured career development programs.

Denise Conroy

Denise Conroy

With Denise Conroy of Queensland Technology University, Tharenou studied more than 600 female managers and 600 male managers across six organizational levels.

Women’s and men’s advancement was most closely correlated with workplace development opportunities and organizational structure.
Structural, policy and program changes can increase the number of women in top leadership roles, they found.

Women tend to excel in explicit workplace contests, such as in public sector jobs.
Women in other sectors can improve opportunities for advancement by:

  • Recognizing that advancement is a tournament,
  • Competing strategically,
  • Communicating interest in advancement,
  • Seeking employment in organizations with formal career advancement programs, mentoring, and development training,
  • Selecting employment in organizations that support flexible work practices and use technology to enable employees to work “anytime, anywhere,”
  • Gaining experience in “masculine” organizational culture or male-dominated industries,
  • Identifying social support inside organizations,
  • Seeking and cultivating advocates and sponsors

    .*How do you manage workplace “tournaments” for career advancement?

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©Kathryn Welds

Managing “Triadic Managers” and Navigating Office Politics

Oliver James

Oliver James

Some business leaders exhibit one or more of three difficult behavioral styles: Psychopathy, Narcissism, Machiavellianism, according to British psychologist and journalist, Oliver James.
He called these people “triadic managers.” 

Fictional comedies and dramas satirize the stress and distress wrought by such managers.
Each element of the toxic triumvirate has been empirically investigated by clinical researchers and social scientists.

The most extensively researched of the three personality trends is psychopathy, given its relevance to law enforcement. Francis Urhardt-House of Cards
Psychopaths typically display:

  • Callous manipulation, lying, and exploitation,
  • Grandiosity, entitlement, and shallowness,
  • Impulsiveness and thrill-seeking,
  • Little interpersonal empathy and remorse.

Ronald Schouten

Ronald Schouten

More than 3 million Americans and one in 10 on Wall Street are psychopathic, estimated Harvard’s Ronald Schouten, a former US federal prosecutor, who collaborated with criminal defense attorney James Silver.

James Silver

They noted that nearly 15 percent of the general population demonstrate “almost psychopathic” behavior, and many are employed as senior executives.

Robert Hare

Robert Hare

Senior managers are four times more likely than the general population to display psychopathic tendencies, found University of British Columbia’s Robert Hare and industrial-organizational psychologist Paul Babiak.

They differentiated three types of workplace psychopaths:

  • Manipulator,
  • Bully,
  • Puppetmaster.

    Paul Babiak

    Paul Babiak

Clive Boddy

Clive Boddy

Narcissists in global business and financial contexts share characteristics of psychopaths, noted Middlesex University’s Clive Boddy:

  • Grandiose sense of self-importance, superiority, entitlement,
  • Vanity and desire for attention,
  • Exploitativeness,
  • Lack of empathy.

Katarina Fritzon

Katarina Fritzon

About one percent of the general population and 16 percent of clinical groups meet the criteria for narcissism.

These people can excel in professions where they control others and elicit adulation.

Many well-known individuals in politics, finance, entertainment, and medicine meet these criteria.

Likewise, senior business managers were more likely than criminal psychiatric patients to have narcissistic, histrionic, or obsessive-compulsive personality disorders, reported Belinda Board and Katarina Fritzon, then of the University of Surrey.

Sam Vaknin

Sam Vaknin

One “successful narcissist,” Sam Vaknin, recounted his career before and after his felony incarceration for securities fraud.

Niccolo di Bernardo dei Machiavelli

The third element of “triadic managers”, Machiavellianism, is characterized by:

  • Detachment and coldness,
  • Manipulation,
  • Calculating maneuvers to advance self-interest.

Centuries after Machiavelli’s classic book, Columbia University’s Richard Christie and Florence Geis studied the Machiavellian personality and developed a personality assessment to identify these characteristics.

Given the likelihood of interacting with psychopaths, narcissists, and Machiavellian personalities in business, James conducted 50 interviews with “triadic managers” to uncover ways to deal with them.
He suggested:

  • Closely observing others to more accurately and rapidly recognise psychopathic, narcissistic, and Machiavellian workplace behaviors,
  • Managing others’ “perception of one’s performance,
  • Delivering measurable results,

  • Selectively applying psychopathic, narcissistic, and Machiavellian workplace behaviors toward offenders while appearing sincere,

  • Networking to maintain relationships and allies to support moving to a new role.

    -*How do you detect and interact with colleagues who manifest characteristics of psychopathy, narcissism, and Machiavellianism?

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©Kathryn Welds

“Self-Packaging” and Appearance as Personal Brand Attributes

Napoleon Hill

Napoleon Hill

Al Ries

Al Ries

During the US economic Depression of the 1930s, motivational writer Napoleon Hill laid the foundation for personal positioning, described nearly forty-five years later by marketing executives Al Ries and Jack Trout in Positioning: The Battle for Your Mind.

By 1997, business writer Tom Peters introduced “personal branding” as self-packaging that communicates an individual’s accomplishments and characteristics, including appearance, as a “brand promise of value.”

Tom Peters

Self-packaging can be considered “the shell of who you are” whereas personal branding is “what sets you apart from the crowd.

Jim Kukral

Jim Kukral

These differentiators can include visible characteristics like attire, education, experience, expertise, sense of humour, and speaking style, according to Jim Kurkal and Murray Newlands.

Daniel Lair

Daniel Lair

University of Michigan’s Daniel Lair with Katie Sullivan of University of Utah, and Kent State’s George Cheney investigated components of personal branding, presentation, and packaging.

George Cheney

George Cheney

They found personal branding worth analysing for its complex rhetoric tactics that shape power relations by gender, age, race, and class.

Sylvia Ann Hewlett

Sylvia Ann Hewlett

Sylvia Ann Hewlett of the Center for Talent Innovation identified some of these power relationships and potential biases facing women and members of minority groups who are expected to demonstrate aspects of personal branding, including executive presence.

These analyses suggest that personal packaging and branding can significantly affect professional opportunities and outcomes.

-*What elements do you consider in “personal packaging” and personal appearance?

-*How do you mitigate possible bias based on expectations for personal appearance?

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©Kathryn Welds

Women Who Negotiate Salaries May Elicit Negative Evaluations

Linda Babcock

Women negotiate their first post-university salaries less frequently than their male counterparts, leading to a long-term career wage disparity, reported Carnegie-Mellon University’s Linda Babcock.

Hannah Riley Bowles

In addition to this disadvantage of avoiding salary negotiation, women who did negotiate “salary” in a lab study encountered a different problem:  They were disliked by men and women participants due to their perceived “demandingness.” 

Lei Lai

Lei Lai

In this study Harvard’s Hannah Riley Bowles and Lei Lai found another challenge for women attempting to achieve both salary parity and colleagial work relationships.
Less assertive women negotiators were equally disliked and they failed to achieve equitable “salaries.

These findings findings suggest the challenge women face in achieving salary parity and being accepted in work groups.
When male and female volunteers in another lab study asked for salary increases using identical scripts, participants liked men’s style, but disliked the same words from women.

Women negotiators were considered “aggressive,” but they could counteract this perception when they:

  • Smiled
  • Displayed a friendly manner.

These tactics improved others’ perceptions of women negotiators, but did not improve women’s negotiation outcomes.

In contrast, women negotiators improved both social and negotiation outcomes when they:

  • Justified the salary request based on a supporting “business case,”
  • Communicated commitment to positive organizational relationships.

Women who smile and focus on the interpersonal relationship fulfill gender role expectations, leading to greater approval by male and female observers.
This suggests that both men and women have implicit biases about “appropriate” behaviours and communications from women in the workplace

Kathleen McGinn

Kathleen McGinn

Bowles, with Harvard colleague Kathleen McGinn and Babcock, suggested that “situational ambiguity” and “gender triggers” modify women’s willingness to negotiate.

When women have information about the potential salary range and whether the salary is negotiable, they are more likely to negotiate.

Women can improve their negotiation outcomes by asking:

  • the salary range,
  • which elements of the compensation package are negotiable.
Daniel Pink

Daniel Pink

Effective negotiation is a survival skill, according to Dan Pink:

The ability to move others to exchange what they have for what we have is crucial to our survival and our happiness.

He noted that effective persuaders and “sellers” collaborate in “inspecting” a negotiation and “responding” to the negotiation through “interpersonal attunement.”

Pink suggested ABC negotiation skills:

Attunement: Aligning actions and attitudes with others,

Buoyancy:  “Positivity,” optimism, asking questions,

Clarity:  Helping others identify unrecognized needs that can be fulfilled by the negotiation proposal.

Joan Williams

Joan Williams

UC Hastings College of the Law’s Joan Williams offered wide-ranging structural strategies to address documented wage discrepancies.


What is the best negotiation pitch you’ve heard for a job-related salary increase or role promotion?

How did the negotiator overcome objections?

How did the negotiator manage the relationship with the negotiating partner?

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©Kathryn Welds

Training or Mentorship to Build Leadership Skills?

Peter Harms

Are leadership development services worth the investment?

Paul Lester

Paul Lester

A six-month study of U.S. Military Academy cadets at West Point provided answers.

University of Nebraska-Lincoln’s Peter Harms collaborated with Paul Lester of the U.S. Army Comprehensive Soldier Fitness Directory, U.S. Military Academy’s Sean Hanna, Gretchen Vogelgesang of Federal Management Partners, and University of Washington’s Bruce Avolio to evaluate:

Sean Hanna

– Sean Hanna

  • -Military cadets’ readiness to receive candid feedback from multiple sources,
  • -Impact of mentoring from a supportive leadership coach,

-Availability of advancement opportunities in the organization.

Bruce Avolio

Participants were randomly assigned to an individual mentorship program or classroom-based group leadership training.

Those who participated in the mentorships were significantly more likely to report increased confidence in assuming a leadership role than those in the classroom training.

The mentoring group’s effectiveness was significantly related to the mentorship coaches’ ability to:

  • Establish a trust-based collaborative relationship,
  • Provide support,
  • Offer candid feedback based on observations,
  • Advocate for cadets who exercised leadership.

Additionally, participants who reported greatest gains in leadership skills and confidence were:

  • Open to receiving direct developmental feedback from mentors,

The most cost-effective approach to leadership development did not produce the greatest results, suggesting the value of individualized leadership coaching

Ted Kaptchuk

Ted Kaptchuk

The powerful effect of individual attention was demonstrated in a different study, when 250 patients with Irritable Bowel Syndrome (IBS) received individual attention from medical personnel.

Those who received the most individualized attention in three no-treatment conditions reported the greatest symptom relief even though they received no medical intervention and participants were informed that the “treatment” was a placebo, reported Harvard’s Ted Kaptchuk.

The most important “active ingredient” in leadership development training may be personalized attention, followed by candidates’ willingness to receive candid feedback and to implement recommendations.

 -*How has personalized mentoring helped you develop leadership competencies?

©Kathryn Welds

Executive Presence: “Gravitas,” Communication…and Appearance?

Professional advancement requires demonstrated knowledge, skill, and competence, coupled with perceived “cultural fit,“collaboration,” and “executive presence.”

Sylvia Ann Hewlett

Sylvia Ann Hewlett

These requirements appear prone to subjective definition and biased judgments.
What is “executive presence”? How is it measured?

Sylvia Ann Hewlett, CEO of Center for Talent Innovation, conducted 18 focus groups and 60 interviews to investigate behavioral and attitudinal aspects of Executive Presence (EP).

Perceived Executive Presence includes three components:Executive Presence

Gravitas” – Authoritative Behavior

    • Confidence, composure,
    • Decisiveness,
    • Integrity,
    • Emotional Intelligence: Self-awareness, self-regulation, interpersonal skills,
    • Personal reputation,
    • Vision for leadership,

Communication

    • Speaking skills:  Voice tone, articulation, grammatical speech conveying competence,
    • Presence,” “bearing,” “charisma” including assertiveness, humour, humility,
    • Ability to sense audience engagement, emotion, interests,

Appearance

    • Grooming, posture,
    • Physical attractiveness, average body weight,
    • Professional attire.
      According to Hewlett’s interviewees, “Executive Presence” accounts for more than a quarter of factors that determine a next promotion.

Harrison Monarth

How can Executive Presence be developed?

 Harrison Monarth suggested that Executive Presence behaviours can be cultivated with Image Management tactics including:

-Maintaining a positive personal reputation to influence others’ favourable perceptions and willingness to collaborate,

-Effectively managing online “brand”,

-Gaining followers online and in the “real world,”

-Influencing and persuading others,

-Demonstrating “Emotional Intelligence” through self-awareness, awareness of others (empathic insight), and regulating one’s own emotions.

He focused less on appearance than Hewlett and Stanford Law School’s Deborah Rhode, who summarized extensive research on Halo Effect and “The Beauty Bias”.

Deborah Rhode

Rhode estimated that annual world-wide investment in appearance was close to $USD 200 billion in 2010.
She contended that bias based on appearance influences career and life outcomes and is:

  • Is prevalent,
  • Infringes on individuals’ fundamental rights,
  • Compromises merit principles,
  • Reinforces negative stereotypes,
  • Compounds disadvantages facing members of non-dominant races, classes, and gender.

Executive Presence is widely recognized as a prerequisite for leadership roles, yet its components remained loosely-defined until Hewlett’s investigation and Rhode’s human rights analysis.

-*Which elements seem most essential to Executive Presence?

See related posts

©Kathryn Welds

Costs of Workplace Incivility

Christine Pearson

A single incident of incivility in the workplace can result in significant operational costs, reported Christine Pearson of Thunderbird School of Global Management and Christine Porath of Georgetown University.

Additional consequences of workplace incivility include:

  • Decreased work effort due to disengagement,

    Christine Porath

    Christine Porath

  • Less time at work to reduce contact with offensive co-workers or managers,
  • Decreased work productivity due to ruminating about incivility incidents,
  • Less commitment to the organization,
  • Attrition.

Pier Massimo Forni

P.M. Forni

Other organizational symptoms include:

  • Increased customer complaints,
  • Accentuated cultural and communications barriers,
  • Reduced confidence in leadership,
  • Less adoption of changed organizational processes,
  • Reduced willingness to accept additional responsibility and make discretionary work efforts.

Workplace incivility behaviours were described as “rude and discourteous, displaying a lack of regard for others,” noted Pearson and Lynne Andersson, then of St. Joseph’s University.
“Uncivil” behaviors were enumerated in The Baltimore Workplace Civility Study by Johns Hopkins’ P.M. Forni and Daniel L. Buccino with David Stevens and Treva Stack of University of Baltimore:

  • Refusing to collaborate on a team project,
  • Shifting blame for an error to a co-worker,
  • Reading another’s mail,
  • Neglecting to say “please,” “thank you”,
  • Taking a co-worker’s food from the office refrigerator without asking.

Respondents classified more extreme unacceptable behaviors:

  • Pushing a co-worker during an argument,
  • Yelling at a co-worker,
  • Firing a subordinate during a disagreement,
  • Criticising a subordinate in public,
  • Using foul language in the workplace.

Gary Namie

Workplace bullying was included in Gary Namie’s Campaign Against Workplace Bullying.
He defined bullying as “the deliberate repeated, hurtful verbal mistreatment of a person (target) by a cruel perpetrator (bully).

His survey of more than 1300 respondents found that:

  • More than one-third of respondents observed bullying in the previous two years,
  • More than 80% of perpetrators were workplace supervisors,
  • Women bullied as frequently as men,
  • Women were targets of bullying 75% of the time,
  • Few bullies were punished, transferred, or terminated from jobs.

Costs of health-related symptoms experienced by bullying targets included:

  • Depression,
  • Sleep loss, anxiety, inability to concentrate, which reduced work productivity,
  • Post-Traumatic Stress Disorder (PTSD) among 31% of women and 21% of men,
  • Frequent rumination about past bullying, leading to inattention, poor concentration, and reduced productivity.

Choosing CivilityWidespread prevalence of workplace incivility was also reported by Forni, who suggested ways to improve workplace interactions and inclusion:

  • Assume that others have positive intentions,
  • Pay attention, listen,
  • Include all co-workers in workplace activities,
  • Acknowledge others,
  • Give praise when warranted,
  • Respect others’ opinions, time, space, indirect refusals,
  • Avoid asking personal questions,
  • Be selective in asking for favors,
  • Apologize when warranted,
  • Provide constructive suggestions for improvement instead of complaints,
  • Maintain personal grooming, health, and work environment,
  • Accept responsibility for undesired outcomes, if deserved.

More than 95% of respondents in The Baltimore Workplace Civility Study suggested, “Keep stress and fatigue at manageable levels,” a challenging goal for leaders who shape workplace cultures.

Organizational change recommendations include:

  • Institute a grievance process to investigate and address complaints of incivility,
  • Select prospective employees with effective interpersonal skills,
  • Provide a clearly-written policy on interpersonal conduct,
  • Adopt flexibility in scheduling, assignments, and work-life issues.

-*How do you handle workplace incivility when you observe or experience it?

©Kathryn Welds