36
Business Spotlight
1/2021
CAREERS
appealing: make sb. ~
,
dafür sorgen, dass jmd. gut ankommt
(
appealing
,
ansprechend, attraktiv)
appropriate
[E(prEUpriEt]
,
angemessen, sach-/situationsgerecht
bark out orders
,
laut und in barschem Tonfall Befehle
erteilen
calibrate (sth.)
[(kÄlEbreIt]
,
(etw.) kalibrieren, anpassen
comprehend (sth.)
,
(etw.) verstehen
contravene sth.
[)kQntrE(vi:n]
,
im Widerspruch zu etw. stehen
critique (sth.)
[)krI(ti:k]
,
an etw. Kritik üben;
hier:
kritisch auf
etw. zurückblicken
diverge wildly
[daI(v§:dZ]
,
stark voneinander abweichen;
hier:
sehr unterschiedlich ausfallen
hostile
[(hQstaI&l]
,
feindselig
make a noise
,
hier:
etw. von sich geben
nuance
[(nju:A:ns]
,
Nuancierung, Abstufung;
hier auch:
Feinabstimmung
obstruction
,
Behinderung, Blockierung
pacing
,
Tempo
pitch sth.
,
etw. präsentieren
precede sth.
[pri(si:d]
,
etw. vorangehen;
hier:
vor etw.
Priorität haben
rapport
[rÄ(pO:]
,
gutes, kommunikatives Verhältnis
sensitive
[(sensEtIv]
,
feinfühlig;
hier:
Fingerspitzengefühl
erfordernd
setback
,
Rückschlag
stage
,
hier:
(Prozess-)Phase
timeline
,
Zeitrahmen, -plan
Maybe, we’re the problem
If we misunderstand the barriers to col-
laboration, our efforts to persuade others
are almost certain to fail. To better under-
stand the barriers, it helps if we see our-
selves rather than others as the source of
the problem. If we just assume that our
“urgent” is more important than anoth-
er person’s “urgent”, this is unlikely to be
persuasive. Insisting on our own view of
timelines and quality is not the smart-
est way of getting others to do what we
want. And asking others to react to our
priorities before we have shown the same
behaviour towards them is hardly a good
model. Few people react with unlimit-
ed joy to others telling them what they
should do. This contravenes the basic
human impulse for autonomy and inde-
pendence from tyranny.
Our efforts to influence others often
lack understanding of their challenges,
priorities, perspectives and underlying
values. More fundamentally, unless we
have a sufficiently good relationship
with the other person, we may not have
earned the right to demand anything in a
professional context, where multiple high
priorities coexist and compete — often
without anyone having the authority to
say what matters most.
An influencing process
As with any act of communication, re-
flecting and strategizing before we start
to speak will make our efforts to influ-
ence others more intelligent and effec-
tive. The following “5-C” process can be
used both generally in key relationships
and also for specific conversations in
which you wish to influence someone.
The process will definitely bring great-
er success — but the first person you
need to influence is yourself. You have
to convince yourself that it is worth the
time you will need to invest.
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