How to get the pay Hike that you want

A brand new year has started.  

There is something about January. Somehow I always feel optimistic, hopeful and unabashedly make new year resolutions. Some of the resolutions happen and some don't, nevertheless that does not deter me from making resolutions the next year.  For me, the new year has a special fragrance .. just like the fragrance of a newly bought book when you open it and put your face inside the book and take a deep breath. It fills me with joyful feelings.  I wish all my readers a very joyful, fruitful and constructive new 2014 !

As the new year sets in , the hope of getting a good Pay hike is there in  everybody's heart.  People who see the glass as half full think that the hike will be good and the folks for who the glass is always half empty pout their lips and think "Hah ! The manager is God !  All my good work will be overlooked and small gaps in my performance will be highlighted ... ". 

But are all of us really prepared for the appraisal discussion and the salary negotiations ? Every year, after the discussion, don't we wish that we had asked for a wee bit more ? The following are 6 tips about how to negotiate pay raises.

Negotiation is all about making a joint decision when the parties involved have different preferences.

• Prepare, Prepare, Prepare :  Do you have enough data and information about how much people at a similar role make, both inside and outside your organization ? Do you know the perks, incentives, bonus ? Get real information and data to substantiate your arguments.

• Communicate your worth :  Most of the organizations have forms where the goals are listed and periodically the accomplishments by the employee is documented there. First identify and then communicate your value to the organization. Give concrete proof of how you have saved or made money for the organization or created value in terms of quality, branding etc. Foe this, you have to be very clear about your own strengths and value addition to your employer.

• Advocate and Ask : In salary negotiations , the golden rule is "Don't Ask, Don't Get" .  many people, including me, make the mistake of thinking that "My work will talk ... why should I ?". But this is a great folly.  We are our best advocates.  But remember,  do not hurry and bring up the topic of salary hike. Let your supervisor bring it up. 

• Stay focused on the Goal : It is very important to understand what your goal is.  Are you looking at immediate satisfaction or are you positioning yourself for future satisfaction ? Be clear in your mind while you negotiate.

• Get into your employers shoes : Ask yourself .. Are you being reasonable and fair ? Do you think your boss will be able to explain your hike to his boss ? 

• Brace yourself for bad news :  Do not over react. In case you do not get what you want, be willing to consider a change of job . Do not create a scene and "quit on the spot". 

Remember, that effective negotiation occurs when issues of substance are resolved and human relationships are maintained, if not improved ,  in the process.   

And yes, managers must be aware of ethical conduct during negotiations. 

So, all the best and go ahead and get the raise that you want !

Again, a  Very Happy New 2014 !

Sonya ,George and Alligators

This is a famous story named Alligator River Story, which I use in my classes on perception , attribution and learning.

Once upon a time there was a woman named Sonya who was in love with a man named George. George lived on the shore of a river. Sonya lived on the opposite shore of the river. The river that separated the two lovers was teeming with man-eating alligators.  Sonya wanted to cross the river to be with George. Unfortunately, the bridge had been washed away by a heavy storm the previous evening. 

So she went to ask Sindbad, a riverboat captain, to take her across. He said he would be glad to if she would consent to go to bed with him before he takes her across. She promptly refused and went to a friend named Ivanhoe to explain her plight. Ivanhoe did not want to be involved at all in the situation. 

Sonya felt her only alternative was to accept Sindbad's terms. Sindbad fulfilled his promise to Sonya and delivered her into the arms of George. When she told George  about her amorous escapade in order to cross the river, George cast her aside with disdain. Heartsick and dejected, Sonya turned to Slug with her tale of woe. Slug, feeling compassion for Sonya, sought out George and beat him brutally. Sonya l was happy to see George  getting his due. As the sun sets on the horizon, we still hear Sonya  laughing at George. 

Rank the characters (  1 is the best and 5 is the worst) - Sonya, George, Sindbad, Ivanhoe and Slug in terms of their behavior and level of responsibility and their values and beliefs.  

My “Gandhi-giri” experiment at Workplace

Gandhi-giri or Gandhi-ism – does it really work in our day to day work in office ? What do you think ? 

Mahatma Gandhi’s principles of non-violence, integrity, truthfulness, honesty etc – does it sound too bookish and idealistic to be followed in practical scenarios where politics and rivalry are rampant ? Though I am a great fan of Gandhi, these questions plagued me too.  

So , I decided to do an experiment and in this blog post , I will describe my experiment with Gandhi-ism at my workplace.

As in any organization, there are managers who are effective and liked by his/her team and there are managers who are not so effective and usually not liked by his/her team but in general have good rapport with the senior management.

There was one such manager of the latter kind who invariably tried to put me down in some way or the other. My team loved and respected me and were really peeved whenever they heard or saw something which went against me.  

One day , in my weekly team meeting, I saw people looking at each other as if they wanted to say something. My team meetings were open and everybody had the right to speak and say “No” or be the devil’s advocate. I sensed something and smiled and nodded – triggering them to open up.

“Ma’m” they said, “In the management review meeting yesterday, you were on vacation and XYZ said our team could not  complete the assignment on time... quality was poor ..... “ and they went on and on. 

“Ma’m, this is always the case, whenever you are not around, all these things are being told ... We said something on your behalf, but since so many senior people were around , it would have sounded inappropriate if we said anything more ..... “ 

They were really hurt.

I was silent for a few seconds and then smiled.

“Well ... Is it the truth ? “

“No”

 “Do we have the data to prove our statements ?"

“Yes”

“Do you think XYZ did the right thing?”

“No”

I smiled again – trying to keep my stance by remembering Gandhi.

“Ma’m,  XYZ’s team has asked us to help them for the next 2 weeks for completion of their tasks ... but we will not do that...we will mess up their work and it will serve them right ....”

“You will do no such thing” I said. “We will help them fully and after completion of the task, we will send XYZ a thank you note saying you liked helping his team and in future, if the need arises, you will help them again ... “

The team was stunned and nobody spoke for a few minutes.

I said  “If we also act in a retributive way, then what is the difference with us and them? Let us follow the path of truth and peace and non-violence ...”

Though grudgingly, my team did exactly what was told to them.

After a few weeks , again we had to help XYZ’s team and we did the same , with a smile on our face.

After two months, we had the Management Review again.

XYZ praised my team profusely. After the meeting, he personally came to me and again thanked me for the co-operation for which he could meet the deadline which was so important for his promotion. 

In his eyes , I could see the guilt and repentance for his earlier behaviour ... words were not needed.

I looked up at the sky and thanked Mohandas Karamchand Gandhi and his leadership principles.  

My experiment with Gandhi-giri was successful.

Do you have any such experience to share ? Do write about them in the comments.

The Teacher Who had a Gun

The little boy clutched his father's fingers and hid behind him.  

He was afraid and ashamed. He had almost failed  in Maths and his father , after looking at the report card, was really worried  about the future of his son. 

"You have to help my son improve in his maths "

"But ... I have never taught maths to a 11 year old kid ....  and I really do not have time as I have to prepare my own Semester end reports ... " the young man with curly hair, earnest eyes and honest smile lamented

"I understand. I just want you to help him with the maths for these two months of his  summer vacation... "

"But ... "

"I know you will be able to make a difference ... I have heard you ask intelligent questions and go to the very depth of any issue. That is exactly what I want my son to imbibe from you ... I want you to invoke interest in Maths in my son... marks really do not matter so much .. and I know that you will be able to ignite the interest in him ... "  The wise father persisted. 

So , from the next day, the lessons started . 

The LCMs,  HCFs, Mensuration, brackets, simple equations. Questions were invited and encouraged. Stories about Pythagoras, Archimedes, Einstein were discussed.  Tips and tricks were talked about . The boy looked forward to the lesson.  After a month, a mock test was conducted by the teacher.  The boy got about 70%.  

The teacher laughed and told him " You know, I have a gun.  If you make silly careless mistakes, I might use that "  . The teacher told that  in good humour. but it was etched deeply in the mind of the little boy. 

For the annual exams, the boy worked very hard and during the exams , he was pleasantly surprised when he was able to answer all the questions. 

When he got the report card and saw that he had secured 98% in maths, the boy was overjoyed.  He took his report card and ran to show it to his teacher.  He panted excitedly as he held out his report card . With flushed face and bated breath he waited.

The teacher looked at the report card .  He looked up, smiled  and said  " You know, I have a gun.  And I might use that. What did you do with those two marks?"

And the boy remembered this forever and became one of the most renowned mathematician of his times.

The quest for perfection. A leader imbibes this in his followers. And help them attain the peak of excellence !

Do you know of any such leader who inspires you to reach that level ? Do share your experience. 

6 Ways to Communicate Effectively

Communication is a marvelous thing. 

It is the glue that holds relationships , organization and in fact the whole world together.We share ideas, directions, goals, expectations, emotions, feelings through communication. But sadly, very few of us communicate effectively.  "Noise" interferes with the effectiveness of communication and acts as big bad barriers to communication. 

These are six ways how we can deal with the "noise" or "barriers" to keep the free flow of communication flowing effectively. 

• Keep the physical distractions away :  How many of you have experienced this ? Your subordinate has fixed up a meeting with you. He comes in and starts talking ... the phone rings ... you answer "Yes, I have received your message.. will reply in a jiffy .." . The team member starts  again " Actually I am facing a problem ... " You say " Hmm.". and look at the email and start typing the reply .. He stops .. You do not take your eyes away from the monitor but say " Go  on .." . He says something and someone from the accounts department enters the room and puts forth some documents to be signed.... After this interruption, the subordinate again starts... You look at your watch , get up hurriedly and say... "Uh ... I am late for a meeting ... Why don't you do this ... take a jab at the problem yourself and let me know ... I am anyways there for you ... " . Next time this starts happening,  drop everything else, close the door, lean forward and pay attention to what he is saying and reciprocate.  Both of you feel good and satisfied about the effectiveness of your communication

• KISS : Keep It Short and Simple.  Semantics play a huge role in effective communication. Suppose your are issuing a memo or  writing emails, pay close attention to your choice of words. It is much more effective to say "Send me your recommendations for consideration " rather than "I solicit your wished recommendations for the necessity of the action and after due applicability of the policy structure it will be deemed for consideration "

• Do not let mixed messages confuse you : Sometimes during communication, the verbal words spoken and the body language contradict each other. For example, a person might say " I agree with you " but his tight fists, strained forehead and tense demeanor conveys that he does not agree with you. The body does not lie.  So look at the body language and understand his message during the communication and act accordingly.

• Keep the Feedback flowing :  This is very important for effectiveness of  the communication.  It is the tendency of the speaker to only "tell" rather that "tell AND listen". If you are not listening, then the communication is only one way and incomplete. One best practice which I have personally followed is to summarize the main points of the conversation and repeat before ending. Similarly,  if you are the speaker, encourage questions and feedback. 

• Avoid the "Mum Effect " : If you are at the upper end of the hierarchy in an organization,  be careful of the "mum" effect.  Usually for fear of retribution for bringing bad news, unwillingness to acknowledge mistakes, or just to please you, there is always a tendency to keep "mum" and filter vital information. This usually leads to poor decision making at the organization level due to improper communication .  It is best to work on building relationship and trust so that communication is effective and strong between the floor and the senior management.   In my previous post  hyperlink -> (30 minutes of walking around), I have elaborated on MBWA (management by walking around)

• Choose the proper medium of communication :  Last but definitely not the least is the proper choice of medium.  Sometimes only face to face communication works, in some cases emails are more effective and in some communication town hall meetings work better. Nowadays we have so many means and mode of communication - phone, bbm, sms/text, video conferencing, email, letters ... that sometimes we are drowned in information. So, select the medium with care so that the communication is effective. 

 Do you have any more suggestions ? Do write in the comments below.

Recipe for successful leaders - 30 min of walking around

A couple of years back ,  when I had joined a great organization ,  I observed that there was one leader who was unanimously counted as the best by almost the full organization.  After one week of rigorous induction,  we had a small ceremony where the new joinees were welcomed by the organization.  I saw the great person talking to someone and I meekly went towards him and waited for him to finish the conversation. 

He looked at me and I blurted out nervously .. "I have heard a lot about you. I also want to be a successful leader. Tell me your secret. What do you do ? How do you lead such a large team ? And by God ! Everybody just swoons over your leadership style !! "

He looked at me and gave me a big and warm smile. 

"Hey ! You want me to tell you my secret ?  Well ... here it is ... I walk around .... " He laughed a full throated laughter, winked at me and walked away ... "

I thought he was joking. But he was not. 

I did see him walking about - a minimum of 30-60 min everyday. Despite his busy schedule, lots of meetings, engagements, deliveries, responsibilities, he walked around , met people, even sat and shared his thoughts with a few members of his team,,,, everyday... 

And then I understood what he had meant when he said " I walk around...."

A boss who is always sitting on his desk can be very intimidating and unapproachable. But to know what is happening "at the trenches" , he has to walk around.  To be connected and stay connected, a leader has to  walk around, talking to the team, help and support them , ask questions which will make them think and take the right decision.  Better connection will help the leader to understand and motivate the team. They will feel that the leader is always around and is genuinely interested in them. 

Leading by walking around helps in these :

• Builds trust : When the leader talks , it breaks the barriers and builds trust. The more you communicate , the better it is .

•  Makes the leader approachable :  When the leader walks around,  he is perceived as a supported rather than a boss . The issues become clearer and they can be resolved before they become a problem

• Morale booster : When people are heard,  they feel better about their jobs. They feel that there is an opportunity for them to talk to the leader about their problems or achievement.

• Productivity : While talking, many creative ideas are generated.  When the leader is walking around, people feel free to come up with their ideas.

But beware ! This is not like walking about in a mall.  The leader has to be genuinely interested in the team and after conversations , he has to follow up and take necessary actions whenever needed.  Listening and observing has to be more than talking. Walking and talking should be utilized for recognition and appreciation.  Chatting about something other than work is also important. And then , this time should not be used to criticize or chide.

And finally remember, do not overdo things. The team should not feel that you are constantly around just to check status and then your presence becomes a hindrance. 

I have tried this and has worked wildly with me.  It has build relationships which my team and I cherish. It is easy , economical and fun !

Try it.  I am sure you will love it . And so will your team !

If you have any experience on leading by walking around , do share in the comments .

Five Situations where Emails Fail

We just cannot imagine our life without emails, can we ?  Even when I am on vacation or during relaxed weekends, at the end of the day,  I somehow crave to check my emails. Not a very good habit, but whether we like it or not, emails are an integral part of our lives.  

And of course emails are important and useful. Specially for work.  It can reach many people at the same time, very effective for onsite - offshore global communication, it is fast, it creates a record of the communication. Email etiquette is a fast growing subject and I will talk about this in a later blog post.

But sometimes, emails just don't work.  We have to work around emails  to deal with these situations .

• When you are delivering very delicate news then the best way is face-to face.  The facial expression, a light touch, a gentle smile or an encouraging look can convey the most difficult message without any words.  Emails will never be able to substitute for these.

• When the situation becomes very heated , the possibility of misunderstanding the email increases. Emails just don't work here. It is better to talk and put the situation in the right perspective.

• When immediate response is needed , please pick up the phone and talk. Or better still have an impromptu meeting or walk up to the other person's cubicle and talk.

•  When the email strand becomes very long, assess the status of the communication and determine when to intervene with a phone call or a meeting or initiate a new consolidated email. Recommended guideline is a maximum of four to five notes on an email chain before intervention.

•  Privacy - there isn't any. When you have to deliver a confidential or sensitive information, emails is the worst medium. Remember, an email can be forwarded without your knowledge or consent to anyone. So beware !

Can you think of any other situation when emails do not work ?  Have you experienced any situation when emails failed ? 

The Worried CEO

The CEO of the organization was sitting with his hands on his head, eyes closed, terribly upset.  As I entered his office,  he looked up with worried eyes. 

"Hey ! What is wrong ?" I was concerned. 

"I  am really worried ! And puzzled.. ! I don't know what is wrong . I have done everything possible , but still there is no improvement in the productivity of the employees ! My job is under fire ... bosses from the Head office in Chicago have asked for an explanation ... !"

I offered him a glass of water . I waited till he gulped it down. " Well, can you summarize what steps you have taken to improve productivity ?"

"I have hired managers from the best technical institutes. I have personally reviewed the project plans, estimates and conducted periodic reviews. I have introduced piped music and office parties to motivate the staff, I have even increased the salary of the facility by using whatever little discretion I had .... but still there is just NO improvement in the productivity ! In some of the projects , the productivity has decreased ... !"  He panted . 

"Hmm... " I said . "What about the softer aspects ? "

"What ..? "

"The softer human aspects , which have  hard effects on the organization ..."

"Please elaborate " 

"Ok. Let me take you back to the basics.  

Recall the famous experiment which changed the concept of Leadership - The Hawthorne Studies. These experiments were conducted for an organization named Western Electric, in Chicago. the experiments were done by the great thinker Elton Mayo in conjunction with Harvard and MIT. It was a period when the Scientific management theory (Taylor) was in vogue which elucidated the use of time and motion and shop-floor methods of management.

First experiment : The Great Illumination  

This experiment wanted to conclude the relationship of physical working conditions with the productivity of the workers.

Two teams of 6 people each were created.  Initially both teams were allowed to work under the same level of lighting so that they could acclimatize to that level. After a period of time, the illumination of one of the group was varied. First , the illumination was increased. And the productivity increased. After some time , the lighting was decreased. But still the productivity increased !  The productivity kept on increasing till the team could not see at all. Strangely, the productivity of the second group , where the illumination was unchanged, also increased !!

So, the relationship with the physical condition and the productivity remained inconclusive. 

2nd Experiment :  Relay team experiment 

6 females were chosen to be a part of the experiment.  There job was to assemble telephone relays .  They were provided with snack breaks and reduced work time and their productivity soared !  After some time, their breaks were discontinued and then their original work timings were again restored. Their productivity remained constant. Then they were given autonomy to create their own processes and again their productivity increased.  But , here too,  strangely when everything was back to the original settings, their productivity , still continued to increase !

So, it was concluded that incentives did not make much of a difference to the productivity, though autonomy  did make some difference. 

But then ... what was the missing link ? 

3rd Experiment :  Interview experiment 

About 21000 employees were interviewed by a large number of interviewers.  In the interviews the feedback and the ideas of the staff were meticulously noted.  The workers talked about varied aspects - not only related to work but their family problems and how it affected their work , they talked about their supervisors etc.  And all through the experiment, the productivity soared and soared  !!   This experiment gave a "ventilating effect" and the workers could speak out their hearts . They felt that their problems are reaching the management and they are being heard. 

What made the difference ? 

Softer and social/human aspects led to the improvement in the productivity . 

In all the three experiments , the groups were aware that they are being observed. They got a feeling of  participation in the decision making of the organization.  The feeling that they are also important to the organization , their cooperation is being sought by the management in solving  crucial problem, boosted their productivity. A feeling of self respect, dignity made them feel integrated with the organization which in turn had an effect on their productivity. 

The "I" feeling got replaced with "We" feeling. Suddenly, the problem of the organization became their own problem. 

"So you see, the Softer and the human aspects made all the difference ! " 

"Hmm" he said , deep in his thoughts "Yeah ... , I am getting your idea ... I think I know what I should do ... "

I smiled. 

"Thanks a lot ! " 

"You are welcome ! It is my job as a coach to make you see !" 

As I stood up to take my leave , I grinned my mischievous smile. 

"What ?" He said 

"Well ! All the three groups knew that they are being observed. So a fourth experiment was done - the wire cabling,  where they were unaware that they are being observed,  and again , some startling things were noticed ... "

"Tell me ..."

"Some other time .... now you might get even more confused"  I winked and went out of his office into the glorious sunny morning  ...

10 Ways to Boost your Self-Confidence

 In my corporate experience I have seen many people with very High IQ not being able to perform and I have also seen several people with mediocre IQ do fantastically well in their lives. 

The biggest determinant for this inconsistency is Self- Confidence.  This is one of the key characteristic of a Leader.  And yes, Self Confidence can be developed. 

The following are 10 ways you can enhance your Self Confidence :  

1. Recognize your fears and insecurities.Bring to the foreground emotions and thoughts that are always present at the back of your mind.
2. Never be ashamed of yourself or to ask for help
3. Talk to your friends and loved ones about your problems. Focus on the things that are creating problems for you and then try to find a way to solve these problems.
4. Know that  nobody is perfect. Even that famous film star  or supermodel have insecurities.
5. Enjoy and celebrate your success. 
6. Discover your talents and then focus on them. We should build on our strengths. 
7. When you feel low, look around you and at the problems that others are undergoing and thank God that he has blessed you with so much more. Believe me, a visit to the hospital or an orphanage can be therapeutic. 
8. Never fall victim to self-pity. It can be very damaging to your self esteem and self confidence. Self-pity promotes us to give excuses to ourselves. Also don't let others pity you; this will only lower your self-esteem and self-confidence.
9. Try to smile as much as possible. A smile will add to your confidence. People are always appreciative of a smile.
10.  Fake it !  Sometimes just pretending to be confident makes you really confident ! You will never know when you will make a transition from pretension to reality.
    
    

Goodbye email of a Leader

Friends ,

 I have been struggling to write this email for the last couple of hours.   I am finding it very difficult   to sum up the experiences of  7 years and 2 months in a couple of lines.  What a tenure it has been …. It seems just the other day that I walked into this office and then everything is history …

 For me , the learning has been immense .  From a purely development background, I delved into quality, process, testing, training – and simultaneously doing delivery and project  and program management, setting up teams – Warranty,  DNS , Alpha and TDCJ . Learning about Test Automation - QTP. Continuous Improvement,   ISO certification , going on stage and taking the prize on behalf of our facility  for the  Best Practice Showcase in Chicago, conducting the training sessions , the list is endless ........

I will never forget the issues of “Quality Times” which I published, the book club,  the parody on the office colleagues in “UTSAV” and our annual days . The  pot-luck lunches and my workplace no. “191” will always remain etched on my mind.

 I have seen ups and downs , I have taken lessons both from the good and the not so good .  I have known whom to emulate and whom I do not want to become.  I have interacted closely with so many different people and everybody has  left a mark on me and made me a better and a more mature professional. I have received lots of accolades and recognition for the work  I have done but there are two things which I have received in abundance here which are priceless. I have received  your love and respect and I am carrying these with me forever.  I am humbled and awestruck by the adoration and adulation that people have bestowed upon me . I consider myself lucky to have gained these from  you.  These priceless gems will be with me throughout my life …

 I am feeling sad to leave … but I have a wide world in front of me now. I am not done yet and I have to reach larger horizons.  I want to taste and try some different flavours and see what greater things life has in store for me.  

As I strive towards the large looming horizon, I want to say a BIG Thank you to all of you . I will be able to reach my goal with your love, trust , belief and good wishes.

 This is a very small world and I am sure that somewhere, someday we will  meet again  ! Till then adieu !

Best wishes to all of you !

 Yours

-------------------------

What do you notice in the letter ?  What sort of leader do you think this person is ? Do write your comments .