In today's business environment, where radical change is
the norm rather than the exception, creative thinking is a must. Yet for
many companies, getting innovative ideas from employees is like trying to
squeeze orange juice from an apple. Three basic conditions foster
out-of-the-box thinking:
- A
safe environment. Employees must feel
comfortable taking risks. They must know that their ideas will not
be put down or ridiculed, no matter how off-base they may seem.
- A
sense of naivete'. Creativity is directly
linked to the ability to discard any preconceived ideas about a
given situation.
- Techniques
that stimulate association.
Association is the basis for genius. Very rarely do creative ideas
come from "out of the blue." The vast majority occur as a
direct result of associating two or more seemingly unrelated ideas.
The following techniques will help to stimulate creative
thinking and get more out of your meetings and brainstorming sessions.
Identify
the problem, then have each person write down an idea about the problem
on a blank piece of paper and pass it to the person on his or her
left. The neighbor reads the idea, either builds on it or triggers
an entirely different idea, and passes the paper to the person on the left.
When
finished, collect the ideas and use them as the basis for a
problem-solving discussion. (Pass the paper a maximum of four-to-six
times to keep the number of ideas at a manageable level.)
Variation
#1: Post a number of blank flip charts around the room.
Instead of passing a sheet of paper, people move from one flip chart to
another, either building on the ideas already written or using them to
trigger other ideas. This technique is particularly effective when the
energy level is low because it gets people out of their seats and moving
around.
Variation
#2: Create a large graffiti board and hang it on the wall in
an area where employees congregate. Write a few ideas on the board to get
things started and let people add ideas on their own. You can also paste
pictures or graphics on the graffiti board. Called
"brainboarding," this technique works much like a visual
suggestion box.
Variation
#3: Create a brainstorming forum or electronic bulletin
board (BBS) on your computer network. Create a few topics (aka
"threads") to get things started and invite employees to add
suggestions as time allows.
State
the problem and ask people to come up with the worst possible solutions.
Write down the ideas on a flip chart as people throw them out. Select the
worst ideas and ask two questions:
- Is
there any merit at all in this seemingly awful idea?
- Can
we somehow reverse this terrible idea and make it into a good one?
People
often get stuck evaluating a problem because of how it is worded.
Reframing the question can open people up to new ways of looking at the
problem. Examples:
- Problem:
How can we get our product to the customer?
- Reframed
problem: How can we get our customer to come to us?
Random
visuals are remarkably effective in stimulating out-of-the-box thinking.
Keep
a stock supply of pictures and visuals clipped from magazines. Pass these
out to people randomly to see whether these images trigger any ideas
related to the problem at hand.
This
technique is particularly effective at the end of a long session when
people have seemingly run out of ideas.
Creativity
is like throwing darts. Most of the time you miss, but if you keep
trying, sooner or later you will hit the bull's-eye.
You
never know when one of these techniques will work, but when they do, it
can result in a top score for your business.
Reprinted with Permission from Vistage
Negotiation is a part of life we all have to deal with.
Being able to do so successfully can make a big difference to our
outcomes. A large deal can come together quickly if your negotiating
skills are finely honed. The following are points to consider when
you go to a negotiating table:
- Do
your homework. Before we
approach the negotiating table we are tempted to focus on our own
needs and pressures. It is more effective to spend time
focusing on the other person. Gather as much information prior
to your negotiation. What are their needs? What pressures do they
feel? What options do they have? What limitations do they
have? You can't make accurate decisions without understanding
the other side's situation. The more information you have about the
people with whom you are negotiating, the stronger you will be.
Failing to do your homework may result in leaving money on the
table. Your negotiating power increases when you understand
and can exploit the pressures on the other person.
- Listen.
Most people want to talk. They talk about their needs, wants,
expectations, etc. But we don’t realize that when we are
talking, the other person is not and we are not learning anything
about the other person. Stop talking, start asking probing
questions and listen to the response. Yes, listen to the
response and rephrase it to make sure you understand it rather than
thinking of what you are going to say next. Many conflicts can be
resolved easily if we learn how to listen. A good rule is to allow
the other person to speak 70 percent of the time and ask open ended
questions to encourage the other person to talk. Allowing the
other person to fully express themselves will build trust.
- Be
willing to negotiate in the first place. It
is surprising how many people think they want to negotiate but
really just want the other person to give them everything they want.
If you have a spirit of willingness to negotiate rather than a
spirit of winning, it is likely that you will relax and give the
process adequate time. You will gain an advantage if the other
side feels time pressured.
- Understand
the Real Needs. Before you
sit down at the negotiating table you should know your real needs;
what you must have, what you are willing to give up and when it is
time to leave the negotiating table. When you know how to
articulate your needs, you may find that the other person is not
able to articulate theirs and you may have to ask to postpone the
negotiations until they can express their real needs.
- Don't
be afraid to ask for what you want.
The best negotiators understand that everything is negotiable but
that it is best to ask in an assertive, non-threatening, unemotional
manner. Frame your sentences in the “I” rather than
“you”. Safeguard your own interests while you are respecting
the other person’s interests. Remember that you have the right to
question and challenge the validity of the other person’s
position. After all, we challenge everything from the price of
a new car to what we hear on the news.
- Aim
high. Successful negotiators are optimists and always
aim high. If you have low expectations, that is where you will
end up. You can always lower your expectations but you can’t
negotiate up from where you start.
- Demonstrate
how their needs will be met. Successful
negotiators always look at the situation from the other side's
perspective and show them how their needs are going to be met.
Focus on what they really need rather than on their demands.
Watch out for the red herrings; the other person may focus on one
point but really want something else.
- Don't
take it personally. Focus your
energy on the deal points rather going after the other person as
payback for something that was said or done. Insist the other
side do the same. Ask: How can we conclude an agreement
that respects the needs of both parties?
- Don't
give anything away without getting something in return.
Don’t negotiate against yourself; unilateral concessions gives the
other person a sense of entitlement and they will expect you to give
up even more. Whenever you give something away, get something
in return.
- Everyone
should go home feeling good. If
you give something specific to the other person, you are allowing
that person to look good to their boss. In order to do this,
you must have the flexibility to give away something specific and to
have enough concessions in your favor.
