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org nizational
a
s vvy
BRANDON PARTNERS gratefully acknowledges the research of Dr. Martin Seldman and Dr. Kelly Reineke in the development of the Organizational
Savvy model which contributes the core constructs for this jointly copyrighted workshop design. We value our win-win partnership with Seldman
Executive Development and appreciate their thought leadership and support.
BRANDON PARTNERS
Organizational Savvy
influence, sell ideas, impact the organization, increase power, or achieve other targeted ends.
Background
This keynote address is designed
to help IPMA-HR professionals
to take the next step in their
careers, better sell their ideas, and
make an even greater impact in
the demanding, competitive, and
increasingly political climate of
organizational life that characterizes
even the healthiest of government
agencies and companies.
This session uses the Organizational
Savvy Self-Assessment, dynamic
presentations, discussions, the
optional text, Survival of the Savvy,
and application emails to meet the
practical goals on the right.
To defuse any upset, denial, or discomfort you have about the reality of
organizational politics.
If theres an agency
survival of the fittest,
it pays to recognize our
political blind spots
so that our intellect,
ideas, and results
have a fairer chance of
receiving recognition,
credit, and reward.
-Rick Brandon, Ph.D.
Author, Survival of the Savvy
Rev 5-11-2012
BRANDON PARTNERS
Slides
Discussing Organizational Politics
Differently...
Session Agenda
Overview,Reactions, and Business Rationale
Political Styles: Strengths and Risks
OPENLY
POSITIVELY
OBJECTIVELY
Organizational Politics:
A Value-Free Definition
Informal, unofficial and sometimes
behind the scenes efforts to gain
influence, sell ideas, impact the
organization, increase power or
achieve other targeted ends.
POSITIVE OR NEGATIVE?
The Ends:
The Means:
Naked, Self-Interest?
or
Company Interest?
What Can I Get Away With?
or
What is the Right Thing to Do?
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Baseline Reactions
to Key Concepts
Call Out and Jot Down Your Honest, Gut Reactions to:
Purpose
To surface your natural reactions
to several concepts that form the
cornerstones of this program.
Organizational Politics
Directions
Your presenter ask you to become
aware of your immediate thoughts
and feelings about the constructs
listed on the right. Without
censoring, please jot down the
exact words, phrases, and responses
that come into your mind. Include
emotional reactions and your
internal self-statements.
Power
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Slides
A North Star
Influence in Your Job
Organizational Impact
Career Satisfaction & Growth
Role Credibility
Power of Person
(More Political)
Substance Power
1 Position Power
Focus on Feedback
and Learning
2 Focus on Image
Highlights Integrity
3 Highlights Success
More Open
Agenda
4 More Private
Meritocracy-Based
Decisions
5 Relationship-
and Perceptions
Agenda
Based Decisions
BRANDON PARTNERS
Directions
Check mark () each item that
describes you reasonably well. If
it doesnt apply, leave it blank. For
each of the Six Dimensions, eyeball
your markings and then circle which
side of the Dimension seems to fit
you more. For some Dimensions, you
may have to circle both sides, but
try to choose one or the other.
Which style might you be? How far
to the Right or Left are you?
SUBSTANCE POWER
(More Political)
POSITION POWER
FOCUS ON FEEDBACK
& LEARNING
FOCUS ON IMAGE
& PERCEPTIONS
3 HIGHLIGHTS SUCCESS
HIGHLIGHTS INTEGRITY
MERITOCRACY-BASED
DECISIONS
RELATIONSHIP-BASED
DECISIONS
Purpose
To assess Political Style strengths
to see if you identify more with
the Power of Ideas or Power of Person
style.
(Less Political)
BALANCED SELF-PROMOTION
__ 13. Self Confidently Shares Strengths
__ 14. Sells Ideas & Self with Boldness
Power of Person
Style
More Political
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Slides
Organizational Savvy: A Wide Range
POWER OF IDEAS
POWER OF PERSON
LP-3
LP-2
Bor
d
Ove erline
rly P
olit
ical
(BO
P)
Ove
rly P
olit
ical
(OP
)
litic
al
re P
o
Mo
litic
al
re P
o
Mo
Poli
tica
l
Less
LP-1
LP-4
Overly-Political
Bor
d
Und erline
er-P
olit
ical
(BU
P)
Less
Poli
tica
l
Und
er-P
o
litic
al (U
P)
Under-Political
- Alexandre Dumas
The Count of Monte Cristo
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Political Postures
Tracking the Risks of Extremes
Purpose
To surface ideas about the potential
risks of adopting the two primary
political postures in a company, so
that a balanced perspective about
the material results. To position
both extremes of the Organizational
Savvy Continuum as problematic and
as areas that are usually wise to
avoid.
Directions
Since any strength exaggerated
becomes a risk or even a weakness,
use the Style Strengths Finder on
Page 5 to imagine the problems
with being extreme on either side
of the two style dimensions.
Your presenter will lead you in
surfacing ideas about the dangers
and liabilities of being someone
who is rigidly holds either of the
Political Styles just presented. You
can jot further notes about each
styles weaknesses to the right.
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Slides
Power of Ideas Risks (Under-Political)
Under-estimated
Insufficient Network
Blind Spots About Image
Lacks Verbal Discipline
10 BRANDON PARTNERS
Getting Practical
Yourself today
Yourself at other times in your life
Your boss
Various colleagues
At least one or two reports or individual contributors whom
you view as being power-motivated, even though they may not
possess actual position power
The culture or identity of your immediate organization or
functional area
The culture or identity of your business within the larger
enterprise
The culture or identity of your overall enterprise
People from your past who were key in forming your beliefs
and values about power, politics, self promotion, etc.
UP
BUP
Power of Person
LP
LP
MP
MP
BOP
OP
BRANDON PARTNERS 11
Slides
Perspectives?
Ahas?
Conclusions?
Whats It All
About?
12 BRANDON PARTNERS
LP-4
LP-3
Power of Person
LP-2
LP-1
MP-1
MP-2
Overly Political
MP-3
MP-4
Unaware of Buzz
reputation, perceptions of
self/unit. No conscious
plan to manage the
airwaves.
Can manipulate or
constantly maneuver.
Colludes, forms
exclusionary coalitions.
May sabotage others.
Chameleon, changes views
for personal gain.
Has a hidden and selfinterest-driven agenda.
Looks out for personal
gain even if not good for
the company, self-ish.
Disaster waiting to
happen, scandal potential.
Over-Conscious of the
Corporate Buzz.
May have few of
own ideas, too little
professional growth.
BRANDON PARTNERS 13
Slides
Avoid Pendulum Swings to Extremes
Impact with Integrity
Influence and Ethics
Target
Zone
Power of Ideas
All about
Substance
Power of Person
All about
Image
POWER OF PERSON
T A R G E T Z O N E
Self-ful
Self-less
LP-4
LP-3
LP-2
LP-1
FROM UNDER-POLITICAL------>
Move From Self-Less to Self-Ful
14 BRANDON PARTNERS
Self-ish
MP-1
MP-2
MP-3
MP-4
13
12
11
2
1
Performance Integrity
CHARACTER
STRATEGIES
ILL
Savvy Attitudes
SK
Studies Politics
AL
RN
AWARENESS
STRATEGIES
TE
Manages Perceptions
IN
Essential Networking
Personal Integrity
SK
IL
PROACTIVE
STRATEGIES
Savvy Communication
10
TS
Ethical Lobbying
SE
Handles
Sabotage
ILL
SK
AL
RN
TE
EX
PROTECTIVE Detects
STRATEGIES Deception
BRANDON PARTNERS 15
Internal Skills
Character Strategies
The foundation of Organizational Savvy is integrity considering what is best for the organization and
the ethical thing to do in any situation.
#1: Personal Integrity- Demonstrates high standards for integrity and ethics, earning others trust.
#2: Performance Integrity- Strives to give the very best in quality and results, while placing the welfare of
others and the organization over self-interest.
Awareness Strategies
Organizational Savvy requires positive attitudes about company politics and knowledge about the power
and politics in the organization.
#3: Savvy Attitudes- Keeps a realistic and constructive perspective about organizational politics.
#4: Studies Politics- Systematically builds his/her awareness about power trends, politics, and cultural
norms in the organization.
#5: Knows the Agency Buzz- Gathers information about how he/she is perceived throughout the
organization.
External Skills
Proactive Strategies
Organizational Savvy takes initiative to cultivate an image of integrity, competence, positive power,
influence, and impact.
#6: Manages Perceptions- Develops and implements a conscious plan to dispel negative or untrue
reputation traits, rumors, and perceptions.
#7: Essential Networking- Cultivates relationships that contribute to increased organizational influence
and impact.
#8: Balanced Self-Promotion- Takes fair and appropriate actions to receive deserved credit for contributions
to the organization.
#9: Enhances Power Image- Presents an image of importance and power in order to be taken seriously in
the organization.
#10: Savvy Communication- Communicates sensitively to handle ego and turf issues when advancing ideas
or challenging others.
#11: Ethical Lobbying- Effectively sells ideas to stakeholders before an official decision is made.
Protective Strategies
The leader with Organizational Savvy is a steward for the companys resources and reputation by
reacting to unethical individuals.
#12: Handles Sabotage- Prevents and professionally defuses personal attacks and challenges to his/her
influence or power.
#13: Detects Deception- Knows when to trust others and acts to prevent unethical people from placing
self-interest over the organizations welfare.
16 BRANDON PARTNERS
BRANDON PARTNERS 17
Slides
13
12
9
8
Balanced Self-Promotion
2
1
Personal Integrity
IL
Performance Integrity
CHARACTER
STRATEGIES
LL
Savvy Attitudes
KI
Studies Politics
LS
AWARENESS
STRATEGIES
NA
ER
Manages Perceptions
T
IN
Essential Networking
TS
SK
PROACTIVE
STRATEGIES
10
Savvy Communication
SE
11
ILL
SK
Ethical Lobbying
AL
Handles
Sabotage
RN
TE
EX
PROTECTIVE Detects
STRATEGIES Deception-
18 BRANDON PARTNERS
Purpose
To open the door to manage
the Corporate Buzz on you
more proactively by making an
educated guess about how you
are perceived your corporate
reputation.
Positive but
Limiting
Directions
1. Read Survival of the Savvy,
Chapter 8, Knows the Corporate Buzz.
2. Next, answer these questions
about your corporate reputation.
Later, return to these thoughts and
phrases, and flesh out a strategy for
shaping new Buzz and reputations
when you read about tacts to
Manage Perceptions.
Positive but
Limiting
Positive but
Limiting
BRANDON PARTNERS 19
Slides
Networking
...the deliberate process of
exchanging information, resources, support, and
access in a way that creates mutually beneficial
relationships for personal and professional
success.
13
12
Balanced Self-Promotion
2
1
Personal Integrity
Essential Networking:
Network Mapping
20 BRANDON PARTNERS
IL
Performance Integrity
CHARACTER
STRATEGIES
LL
Savvy Attitudes
KI
Studies Politics
LS
AWARENESS
STRATEGIES
NA
ER
Manages Perceptions
T
IN
Essential Networking
TS
SK
PROACTIVE
STRATEGIES
10
Savvy Communication
SE
11
ILL
SK
Ethical Lobbying
AL
Handles
Sabotage
RN
TE
EX
PROTECTIVE Detects
STRATEGIES Deception-
(Optional) Network
Mapping
these people; they know you, your work, and your Buzz; they are
more readily available to provide context, expertise and their Network.
Advocates. There is history with you so that they are open and
available to put a stake in the ground on your behalf; trust is there based
upon the history or credibility that they experience in you.
Allies. There is a sense of inner circle with this group; they will
tell you like it is, and will almost always be there to support you
based on their capabilities and commitment to the relationship. They do
more than endorse your ideas and work; they actively partner with you
to further your causes and make sacrifices on your behalf.
BRANDON PARTNERS 21
Network Map
Objective:__________________________
___________________________
Additional Targets
Acquaintances
Associates
Advocates
Allies
22 BRANDON PARTNERS
Network Map
Objective:__________________________
___________________________
Additional Targets
Acquaintances
Associates
Advocates
Allies
BRANDON PARTNERS 23
CONCISE
CONTRIBUTION
CORPORATE VALUE
CREDIBILITY
COMMITMENT
CONFIDENCE
CULTURE-SENSITIVE
TO SELF PROMOTION
Is there more team player tone
or self promotion attached?
CONVERSATIONAL
TONE
How can you weave in
wording and delivery so you
come across naturally instead
of overly slick, sales-like, or
arrogant?
CREATIVE
Is your approach clever or
same-old, same-old?
24 BRANDON PARTNERS
Loss Focus:
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
Public/Customer Welfare Focus
Im very excited about the (cite achievement) my team
worked so hard to accomplish, because weve helped our
organization to meet our vision of helping the public by
(state the benefit gained by the public or customer).
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
Team Excitement Focus:
Were excited about the organizations chance to (cite the
opportunity in vivid terms). My task force is helping us to
capitalize on this opportunity by (describe the actions and
how they relate).
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
Goal Focus:
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
Challenge Focus:
As you know, were facing the tremendous challenge of
(cite challenge). As our (title), I lead a team that addresses
this challenge to make sure we (describe mission and
connection to the challenge).
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
__________________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
Empathy Focus:
If my understanding is correct, youve been concerned
about (name a problem, issue, concern). My (name the
group) team helps by (describe the teams activities,
outputs, and impact on the concern). My role is (give your
title or function).
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
BRANDON PARTNERS 25
Slides
13
12
10
S
9
Balanced Self-Promotion
Essential Networking
2
1
SK
Personal Integrity
IL
Performance Integrity
CHARACTER
STRATEGIES
LL
Savvy Attitudes
KI
Studies Politics
LS
AWARENESS
STRATEGIES
NA
ER
Manages Perceptions
T
IN
PROACTIVE
STRATEGIES
TS
Savvy Communication
SE
11
ILL
SK
Ethical Lobbying
AL
Handles
Sabotage
RN
TE
EX
PROTECTIVE Detects
STRATEGIES Deception-
Ethical Lobbying
Manage Your Political Bank Account
Networking
The Power of Favors
The Power of Appreciation
Avoid Sabotaging Others
Plot the Political Landscape
Analyze the Stakeholders
Study the Agenda
Blend Agenda
Compromise Your Agenda
Share Credit
26 BRANDON PARTNERS
Ethical Lobbying
Pre-Course Reading
Purpose
To help you raise the odds that
your ideas will receive optimal
consideration, especially at group
decision meetings. To better sell your
recommendations, proposals, and
initiatives to stakeholders, clients,
sponsors, team members, or bosses.
Directions
1. Read the accompanying Ethical
Lobbying article as preparation for
crafting an actual lobbying strategy for
a real issue thats important to you.
2. Use the articles principles and
recommended strategizing questions
to plan how you will best approach
an actual targeted back-home issue
and decision-maker or influencer.
Complete the attached Stakeholder
Analysis Worksheet.
Background
This program on Organizational
Savvy positions politics as a
necessary part of corporate
influence, and invites you
to view building a highintegrity power base as an
important vehicle for personal
and organizational impact.
Entering the political arena is
the price you pay for selling
your ideas, getting the credit
you deserve, and receiving
optimal consideration for career
advancement.
Youve learned through the
Organizational Savvy Model
that left-side Power of Ideas
people need to remember that
ideas themselves may not be
compelling enough on their
own to be implemented. They
may need to be positioned with
powerful people. To ignore this
need leaves you with a political
blind spot, vulnerable to others
who may be more expert at
exercising power dynamics
within your company.
Ethical Lobbying
Stakeholder Analysis Worksheet
Purpose
To use the principles of Ethical
Lobbying, described in the
previous reading, in order to
strategize ways to gain support for
an issue or idea important to you.
Directions
Pick an idea you would like to
champion, and strategize an
organizationally savvy method of
advocating for your issue. This
will entail Ethical Lobbying, using
the principles described in the
previous reading. Write a few
words about the specific idea or
call to action you want to influence
others to support:
___________________________
___________________________
___________________________
___________________________
BRANDON PARTNERS 31
Slides
Workshop Agenda
13
12
Balanced Self-Promotion
32 BRANDON PARTNERS
2
1
Personal Integrity
IL
Performance Integrity
LL
CHARACTER
STRATEGIES
KI
Savvy Attitudes
LS
Studies Politics
NA
AWARENESS
STRATEGIES
ER
Manages Perceptions
T
IN
Essential Networking
TS
SK
PROACTIVE
STRATEGIES
10
Savvy Communication
SE
11
ILL
SK
Ethical Lobbying
AL
Handles
Sabotage
RN
TE
EX
PROTECTIVE Detects
STRATEGIES Deception-
Savvy by Email
Name: _______________________________________________________________________________
Email Address: ________________________________________________________________________
Sample Message
Reinforcement Tip #19: Study Politics: Navigate the White Space on the Organizational Chart, Too
TIP: Organizational Savvy involves knowing the official power holders by position, along with their agendas. But its also
about reading the white space on the organizational chart, where more informal power holders and influencers reside.
TASK: This week challenge yourself to realize which influencers you may be ignoring, especially if you are being dismissive
of them, either due to being too busy or worse, because they dont hold enough power. (Are you being an MP-3 Borderline
Overly Political player?) Identify a gatekeeper who may therefore understandably block your access to an executive, a junior
staff member whose Buzz about you might be less than stellar, or someone who would otherwise be more of an Advocate
or even Ally on your Network Map. Now invest more care into attending to the unofficial, informal, and true power dynamics of your company. But dont do this just to get ahead do it for the right reasons with integrity, realizing that everyone
deserves your extra effort and consideration.
SURVIVAL OF THE SAVVY reading: Chapter 7: Detect Power, Agendas, and Unwritten Rules
To unsubscribe from this message series, click on savvyreinforcement@brandonpartners.com.
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34 BRANDON PARTNERS
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BRANDON PARTNERS
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Support, or
Consulting,
Please Contact:
BRANDON PARTNERS
311 Miller Avenue, Suite C
Mill Valley, CA 94941
Tel: 415-389-4740
Fax: 415-383-2502
www.brandonpartners.com
Genentech
Hertz
Hospital Corporation of America
McKesson Corporation
Pfizer
Riverside County Government
Socit Gnrale
Sodexo
Sprint
Sun Life Financial
Texas Instruments
TD Bank
Tyco Healthcare
UBS
US Department of Agriculture
Visiting Nurse Service of New York
Wellpoint
Many corporate leaders maintain that politics arent important or dont exist. Yet, every day in their
organizations, power-plays, ego-trips, turf-battles and deception hurt both careers and the bottom line.
When corrupt people with strong political skills gain power, the results can be devastating, as recent
corporate scandals have shown. But by increasing their organizational savvy, ethical leaders can achieve
strategic influence, manage their careers, and become stewards for their organizations resources, morale,
and reputation. Written by BRANDON PARTNERS founder Dr. Rick Brandon, this important book is
called the definitive book on political savvy by Dr. Robert Eichinger and endorsed by Ken Blanchard,
Harvey Mackay and many CEOs. Signed copies may be purchased through BRANDON PARTNERS.
BRANDON PARTNERS 35
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