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:
- When All Your Options Are Bad
- When you have several options, and all seem politically risky, what can you do? Here are two guidelines
to finding your way to a good outcome.
- Devious Political Tactics: The Three-Legged Race
- The Three-Legged Race is a tactic that some managers use to avoid giving one person new authority. Some
of the more cynical among us use it to sabotage projects or even careers. How can you survive a three-legged
- The High Cost of Low Trust: II
- Truly paying attention to Trust at work is rare, in part, because we don't fully appreciate what distrust
really costs. Here's Part II of a little catalog of how we cope with distrust, and how we pay for it.
- The Politics of the Critical Path: II
- The Critical Path of a project is the sequence of dependent tasks that determine the earliest completion
date of the effort. We don't usually consider tasks that are already complete, but they, too, can experience
the unique politics of the critical path.
- Fooling Ourselves
- Humans have impressive abilities to convince themselves of things that are false. One explanation for
this behavior is the theory of cognitive dissonance.
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- And on February 7: Nine Brainstorming Demotivators: II
- Brainstorming sessions produce output of notoriously variable quality. Understanding what compromises quality can help elevate it. Here's Part II of a set of nine phenomena that can limit the quality of contributions to brainstorming sessions. Available here and by RSS on February 7.
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