Inclusive Leadership
Jeff Yacup
Recapping Last Week
Developing a Plan
1. Define the goal
2. List the major issues related to achieving the goal
3. Define their relative importance of each issue, and define the bargaining mix.
4. Define the interests (why do you want these things?)
5. Define the BATNA (best alternatives to negotiated agreement)
6. Define your limits, including a resistance point
7. Describe your understanding of the other party’s goals, issues, and resistance points.
8. Set your targets and opening point.
9. Assess the social context
10. Outline how you will present the issues; what to say and how to say it.
Introducing Ethnocentrism
"The view of things in which one's group is the center of everything , and others are scaled and rated with reference to it. Each group nourishes its own price and vanity, boasts itself superior, exalts its own divinities, and looks with contempt on outsiders." - William Graham Sumner
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Direct, informal, non-verbal, public, low-context, high energy, disagreement welcome
Communication
Networking important, emotional reactions, lack of hierarchy, public disclosure
Relationship Building
Individualistic, competitive, achievement oriented
Self-Promotion
Other examples?
Culture Lineup
Six Dimensions of Every Culture
- Directness: how straightforward do I communicate?
- Enthusiasm: how much emotion and energy am I expected to show?
- Formality: how should I show respect?
- Assertiveness: how strongly am I expected to share my voice?
- Self-Promotion: how positively am I to talk about my accomplishments?
- Personal Disclosure: how much can I reveal about myself?
Three Challenges to Overcome Ethnocentrism
- Competence
- Authenticity
- Resentment