© 2012 Hight Performance Group, Inc. The Courage to Manage Up 1

The Courage to Manage Uppresented by Cathi Hight

© 2012 Hight Performance Group, Inc. The Courage to Manage Up 2

Courage is First

“Courage is the first of the human qualities because it is a quality which guarantees all the others.”

--Winston Churchill

© 2012 Hight Performance Group, Inc. The Courage to Manage Up 3

How Can I

• Get along better with my boss?

• Align with my boss’ agenda?

• Get buy-in from my boss and achieve MY goals?

© 2012 Hight Performance Group, Inc. The Courage to Manage Up 4

What is Managing Up?

A Definition:

Influencing someone with power over you

Managing up requires general influence skills, relationship management, negotiation techniques and working well with others

© 2011 Hight Performance Group, Inc.

Managing Up 4

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The Success Secrets Your Dad Didn’t Tell You and Your Mom Didn’t Know

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The Three Factors to Master

• The Style Factor

• The Partnership Factor

• The Courage Factor

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The Style Factor

“The one who makes it to the top has luck, works hard, is bright and believes in team work. Although it’s not a personality game, you have to be personable, likable, and able to get along.”

--J. Richard Munro, CO-CHAIRMAN AND CO-CEO Time Warner, Inc.

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Successful People Understand the Style Factor

• Understand themselves and how their behavior affects others

• Understand their reactions to other people

• Know how to maximize on what they do well

• Know how to adapt their behavior to meet the needs of other people and particular situations

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Knowing Me, Knowing You

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The Partnership Factor

“Trust is a skill, one that is an aspect of virtually all human practices, cultures, and relationships.”

--Robert C. Sullivan

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Build a Strong Partnership with Your Boss• See the big picture

• Align your initiatives with corporate objectives

• Know your boss’s goals and challenges

• Understand his expectations of you and assignments

• Get together regularly and plan for your meetings

• Work through your boss and not around her

• Be a credible performer (excellence, reliable)

• Listen strategically and ask good questions

• Present problems with solutions

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The Courage Factor

“In business, courageous action is really a special king of calculated risk taking. People who become good leaders have a greater than average willingness to make bold moves, but they strengthen their chances of success—and avoid career suicide—through careful deliberation and preparation.”

--Kathleen K. ReardonProfessor of Management and Organization, USC

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Six Courage Skills

1. Set Your Goals

2. Determine Your Goal’s Importance

3. Tip the Power Balance

4. Weigh Risks and Benefits

5. Select the Right Time

6. Develop Contingency Plans

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Prepare for Your Defining Moment

“Time is a tyrant: inaction is a choice. When uncertainty reigns, the great danger is in stopping to wait until it resolves, if it ever does. Those who instead, take action will influence the outcome.”

--Tsun-yan Hsieh, Director, Sony Corporation

© 2012 Hight Performance Group, Inc. The Courage to Manage Up 15

Have the Courage to Manage Up• Recognize behavior styles and

flex yours to create win-win interactions

• Be a trusted partner with your boss to achieve goals

• Practice courage calculation to make high-risk decisions