Manage up

One of the more difficult workplace communications skills to learn is managing up, which I define simply as influencing your boss, client, or anyone who has power over you.

In our DiSC® Management Training program, we teach people how to read their boss’s personality type and adapt their approach to their boss’s style.

It’s not just what you say, but how you say it that makes you more persuasive. And how you say things should be customized to your audience, in this case, an audience of one.

This week’s 2-Minute Tip will discuss four successful approaches to getting buy-in, each with a different style of boss.

The four approaches, which align with the four DiSC® Styles, can be summarized as:

• With the Dominant Boss (the D, or Direct Style), be more to the point and focus on results. Frame the negative in terms of the team not winning, or failing.

• With the Social Boss (the i, or Influencer Style), be energetic and focus on people. Frame the negative in terms of the impact on team energy and optimism.

• With the Gentle Boss (the S, or Steadiness Style), be more of a planner and focus on the impact on team harmony. Frame the negative on team stress and morale.

• With the Analytical Boss (the C, or Conscientious Style), be more meticulous and analytical, focusing on facts and data. Frame the negative on the team missing your numbers or a breakdown in process or procedures.

Have you ever wondered, “What does my boss think of me?”

If you know their style, you’ll be closer to the answer. The different styles have similar thought patterns, which we will discuss this week.

But more importantly, knowing their style will help you adapt your approach to the way they best receive information – to increase your chances of getting their buy-in.

Tomorrow, we’ll explore managing up to the Direct Boss, the D, or Direct, DiSC® Style.