DIFFICULT CONVERSATIONS need to be framed properly.
Prepping for a chat with his CEO my friend, a Division President, outlined his upcoming conversation.
“I can’t move the needle further because you moved Revenue over to Joe. Joe isn’t….”
The expression on my face said everything.
“No?” he asked.
Shaking my head, “No…” I then put my best executive coaching skills to task.
“Because starting the conversation with ‘I’ makes it all about you. Adding a ‘YOU did’ and ‘JOE’ means it’s now a battle between you and them. That’s not a fight you want or gonna win… it’s not your gig.”
“Try this: Our goal is a $100M next year. Ops is ready. Manufacturing is ready. Long lead items are being delivered. Distribution is set. The ball is teed up. We need to be talking to 10,000 people a day. How do we get there?”
Some simple thoughts:
- Starting a conversation with “I” makes it all about you. I, I, I, I , I… Nobody cares
- “You did” is a perfect way to make someone go defensive and shut you down
- Pushing your co-worker under a bus does nothing
- Highlighting your success strengthens your point
Yeah, difficult conversations need to be had in business. But which is the better tact?
Laurel and Hardy: “Well, here’s another nice mess you’ve gotten me into”
Or
Elwood Blues: “It’s 106 miles to Chicago, we got a full tank of gas, half a pack of cigarettes, it’s dark, and we’re wearing sunglasses… Hit it!”
Your call.
About Craig Picken
Craig Picken is the Managing Partner of Craig Picken Executive Search, a retained search firm focused on elevating leadership in aviation and aerospace. Since 2008, he has completed more than 400 senior-level searches across MRO, manufacturing, and services, partnering with premier OEMs, operators, financial organizations, and private equity sponsors.
A former Naval Flight Officer with over 100 combat missions and 325 carrier landings, Craig brings a unique perspective as the only executive recruiter in the industry who has flown, sold, and led P&L in aviation. Beyond recruiting, he is a speaker, executive coach, and host of The Aerospace Executive Podcast, where he highlights leadership insights from across the industry.
