By John Baldoni, Forbes.com
Special to Online Career Tips
“It’s important that when you negotiate with a dictator that you connect personally. You don’t negotiate by sending emails or letters. It’s person-to-person diplomacy.”
That comment comes from an interview Bill Richardson, former Governor of New Mexico and expert negotiator, gave to Bloomberg/Businessweek that was titled, “Talk to a Dictator.” Richardson, on behalf of American interests, has negotiated with a number of the world’s tyrants, including Saddam Hussein and Kim Jong-Il.
By no means are CEOs or senior executives nefarious but there is wisdom in what Richardson advises when it comes to dealing with people at the top of your organization. Once you get through the kerfuffle that sometimes shields them from the rest of the organization you need to be able to make a personal connection. This is especially true in two key situations: one, interacting socially at a company function; and two, if you are presenting your project for their approval.
While the stakes are higher for the latter, in both instances you need to be able to present yourself in ways that make your project seem compelling and yourself professional. So here are some suggestions.
When meeting the big boss in a social situation…
Make the first move. Yes, initiate a conversation. Some CEOs are shy themselves so if you introduce yourself, you demonstrate a degree of self-confidence.
Leave your agenda behind. Make small talk – about sports, the weather, even your family. Social occasions are not the time to present proposals. But if you have a big idea, ask if you may request a meeting with one of the boss’s direct reports. Or maybe even email the idea direct to the CEO. Being tactful is a way to be remembered.
Do not linger. If the conversation lags, exit promptly. Don’t stare into your drink or at the floor struggling for words. Smile and take your leave. That shows courtesy as well as confidence.
When presenting to senior management…
Adopt the big picture view. Present your ideas in ways that affirm what’s good for the organization. Position your project as something that helps achieve organizational goals, not simply those for yourself or your team. Such positions affirm your ability to think strategically.
Thank them for feedback. Listen to critiques of your idea. Accept them with good cheer. Never act defensive. Executives will remember how well you accept criticism. If you are open, you will be invited back. If you lash out, that may be curtains for your project… and maybe even your career.
Exit gracefully. This is critical if your project remains under review, or is rejected entirely. Be professional, that is, not too gleeful if your project is accepted, nor too dejected if it is rejected.
One final note when you meet your CEO or a high-ranking executive, you need to exude a degree of confidence. That means you need to demonstrate poise as well as self-awareness. Physically, you maintain strong posture, make good eye contact, and you smile when appropriate. Mentally, you maintain your cool. Composure is critical. As they say in sports, “act like you have done this before.”
Relating to executives at the top of the house requires a belief in your abilities as well as the conviction that you are a valuable contributor. Act on that thought – with a dose of humility – and you will do just fine.
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