Relying on diktat
Difficult questions demand difficult conversations.
Should we hire this person, fire them, change suppliers, invest in the new product, enter a new market, exit one, sign…
There are times when we change the rules for the benefit of others – like unexpected pay rises, or improve terms, or send word about early delivery. These are easy conversations that tend to end with a warm smile and a firm handshake.
These things we like to do.
There are times however when the person on the other side of the table is losing in the deal. Like a slow payment, a late delivery, end-of-lifing a service.
Assuming this isn’t happening because of spite, and there are good reasons that stand up to scrutiny … give them the good reasons and let them stand up to scrutiny.
The alternative – giving them the news but not the reason and relying on diktat rather than open discussion – almost guarantees no handshake, no smile and somebody who just walked one step further away.
Skippy strategy: Tell them the news, and the why.
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Skippiness
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