Approval or denial of proposals or requests can have impact beyond the disposition of the issue at hand. It also has political impact. It can make or break a career, render other projects moot, or doom or create whole lines of business. Since so much can be at stake, approval seekers have an incentive to use all manner of techniques to enhance approval rates. Sometimes these techniques become habitual — they use them whether the stakes are high or low.
Approvers and recommenders would do well to recognize these techniques. When they do, they can be more alert to them, and better maintain objectivity. In a politically healthy culture, recommendations of the sophisticated approver are more likely to be based on the merits; in an unhealthy culture, sophisticated approvers are less likely to commit political blunders.
Here are some of the tactics of approval seekers.
- Misrepresenting an approval deadline or the narrowness of a "window of opportunity"
- When done to create a sense of urgency, this tactic helps them jump the priority queue. But it's also a way to claim resources before other projects are considered, or to reduce the time available for judicious consideration.
- Hiding among sheep
- Grouping the request with non-controversial requests might make it look more innocent or less risky than it actually is.
- Using misleading competitive intelligence
- Exaggerating the validity or content of competitive intelligence is especially effective when the approver is fearful about the competitive position of the organization.
- Appeals to personal interest
- Appealing to the approver's personal interest often helps, despite the obvious implications about the approver's corruptibility. These appeals include implying that the proposal was the approver's idea, or that it was motivated by the approver's vision, or suggesting that it will help accomplish a political goal of the approver.
- Overvaluing contributions to or synergy with other pet projects
- This is another form of appeal to personal interest, but it enables the seeker to appeal (unreasonably) to the personal interest of political allies of the approver. Analogous attributes of alternative investments might also be misrepresented negatively.
- Competitive champion character assassination
- Underestimation and
probably the leading
causes of budget
and schedule overruns
- When the integrity or performance of the champion of a competitive investment opportunity is suddenly called into question, it's indeed possible that misdeeds are afoot. However, the misdeeds might not be those alleged by the approval seeker; rather, in an ironic twist, they might be the allegations of the approval seeker.
- Misrepresenting costs or time required
- Underestimation and misrepresentation are probably the leading causes of budget and schedule overruns. Comments about costs and time required for alternative investments might also be misrepresentations. Subject all claims and estimates to close scrutiny.
- Misrepresenting risks
- Risks of the proposed effort, when misrepresented, are usually underestimated or omitted. But when the proposal includes analysis of alternative investments, risks of those alternatives can be exaggerated.
Sometimes I fear that articles like this serve as handbooks for people with dark motives. But I hope that shining light in dark corners makes the world a brighter place. My hopes conquer my fears. Top Next Issue
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More articles on Workplace Politics:
- The Perils of Political Praise
- Political Praise is any public statement, praising (most often) an individual, and including a characterization
of the individual or the individual's deeds, and which spins or distorts in such a way that it advances
the praiser's own political agenda, possibly at the expense of the one praised.
- Pariah Professions: II
- In some organizations entire professions are regarded as pariahs — outsiders. They're expected
to perform functions that the organization does need, but their relationships with others in the organization
are strained at best. When pariahdom is tolerated, organizational performance suffers.
- Not Really Part of the Team: II
- When some team members hang back, declining to show initiative, we tend to overlook the possibility
that their behavior is a response to something happening within or around the team. Too often we hold
responsible the person who's hanging back. What other explanations are possible?
- On Snitching at Work: I
- Some people have difficulty determining the propriety of reporting violations to authorities at work.
Proper or not, reporting violations can be simultaneously both risky and necessary.
- Behavioral Indicators of Political Risk
- Avoiding dangerous political interactions is easier if you know what to look for. Among the indicators
of possible trouble are the behaviors of the people around you.
Forthcoming issues of Point Lookout
- Coming April 25: Narcissistic Behavior at Work: VI
- Narcissistic behavior at work distorts decisions, disrupts relationships, and generates toxic conflict. These consequences limit the ability of the organization to achieve its goals. In this part of our series we examine the effects of exploiting others for personal ends. Available here and by RSS on April 25.
- And on May 2: Narcissistic Behavior at Work: VII
- Narcissistic behavior at work prevents trusting relationships from developing. It also disrupts existing relationships, and generates toxic conflict. One class of behaviors that's especially threatening to relationships is disregard for the feelings of others. In this part of our series we examine the effects of that disregard. Available here and by RSS on May 2.
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- The Power Affect: How We Express Our Personal Power
- Many people who possess real organizational power have a characteristic demeanor. It's the way they project their presence. I call this the power affect. Some people — call them power pretenders — adopt the power affect well before they attain significant organizational power. Unfortunately for their colleagues, and for their organizations, power pretenders can attain organizational power out of proportion to their merit or abilities. Understanding the power affect is therefore important for anyone who aims to attain power, or anyone who works with power pretenders. Read more about this program.
Beware any resource that speaks of "winning" at workplace politics or "defeating" it. You can benefit or not, but there is no score-keeping, and it isn't a game.