ALL STYLES + DISENGAGING

3-4 people    

No facilitator input needed

90-120 minutes

 

  • Preparation: 15 minutes
  • Group Exercise: 30 minutes
  • Review: 1 hour
  • Exercise Repeat and Review: 15 minutes or more

Instructions

Preparation (15 minutes)

 

Four people are needed to play the following roles:

  • Software manager
  • Alpha Project leader
  • Beta Project leader
  • Kappa Project leader

If there are only three people for this exercise, eliminate the role of Kappa Project leader. All roles provide good opportunities to practise any and all Influence Styles.

Choose the role you wish to play now. Then continue reading. All group members should read the information for their role only as it contains privileged information. Each person should study the specific role so that it can be played without referring to the written material. Do not read the other roles before doing the exercise.

Prepare for the meeting by arranging the furniture to represent the software manager’s office, and so that all four people face the video camera.

 

  • Influence Objective(s)
  • Influence Style or Behaviour you intend to practise
  • Core Style Statement
Information known only to the Software Manager

You are the manager responsible for three important software projects. Two of them are highly secret projects—no one but you, the people directly involved, and two of the company’s top executives (including your manager) know any details. Rumours have been circulating in the industry for some months about the Alpha Project. The Beta Project is related, but until recently nobody outside of the company had any knowledge of it. The Kappa Project is unrelated to the other two, but the technology is similar and two of the software engineers on Kappa have worked on earlier stages of Alpha. Being first on the market with these revolutionary products will gain your company a significant competitive advantage. You know that your career is riding on the successful completion and on-time delivery of these projects.

Last week, an article appeared in an industry weekly which gave details not only of Alpha but also of the first hints about the existence of Beta. You are extremely worried that this information will erode current sales and lead to false expectations on the part of your customers. There are also financial implications, and these have begun to affect the price of the company’s stock. Worst of all, the leak implies the possible existence of direct transfer of knowledge to your competitors. There is no possible source of the information other than (1) the people in either group or (2) the former members of the Alpha group now in Kappa. You are even considering the possibility that one of the project leaders may be involved or at least knows who is involved. (The Alpha people know something about Beta and the Beta people know quite a bit about Alpha.) If a project leader is involved, dealing with it will be difficult for you. You handpicked them all and expect one of them to be your successor (although you have changed your mind several times about which one).

The Alpha Project leader is highly creative, charismatic, and energetic, and is known to foster a strong sense of commitment among coworkers. You picked this person to head up Alpha specifically because you needed maximum creativity and openness on the team to guarantee success, and leadership skills were crucial. However, the Alpha leader is a relatively permissive manager, and you are concerned that this person’s unwillingness to push security measures may have led to the leak, although you have no evidence to support this concern.

The Beta Project leader is a highly disciplined manager, strong on scheduling, budgeting, and control. People respect this person’s competence, and you handpicked the Beta Project leader because of these exceptional management skills. However, although Beta Project’s work is always done on time and within budget, the group is not particularly cohesive and enthusiastic about their work.

The Kappa Project leader is younger and in a supervisory position for the first time. You like and respect the Kappa Project leader, and hope that the project’s success will add to this person’s visibility and future career success inside the organisation.

You are about to begin a meeting with your three project leaders. The meeting’s outcome must be a plan to deal with the information leak. Your personal objective is to get the project leaders to agree to a plan, so that they will all stay motivated. You would prefer to rely on your department’s sense of commitment and leadership to resolve this situation. You would be delighted if your project leaders as a group found a way to maintain project security without instituting harsh restrictive measures. However, upper management is exerting heavy pressure to impose much stricter security controls. You understand and share their concern for security, and you are prepared to impose a plan if you cannot get a consensus on other ways to stop the leaks.

Identifying the source of the current leak might be difficult and might antagonise your project leaders. However, embarking on a search for the source of the leak might plug it where it is and minimise the loss of competitive advantage. Even if you choose not to spend time searching for the leak, you know upper management wants to prevent any further leaks about the Alpha and Beta projects.

You must reach a decision in this meeting with your project leaders: you have another meeting this afternoon with top management, and they will expect a report on the steps you have taken.

Information known only to the Alpha Project Leader

You are the project leader for the Alpha Project, one of the three advanced software projects being developed under your boss, the software manager. Your project is linked to the Beta Project and both are extremely secret. Success in getting them to market before the competition is considered a key to the company’s future. You know a great deal about the Beta Project, since you need to develop Alpha and Beta in relation to one another. The Kappa Project, while it uses similar technology, is basically unrelated and, from your point of view, less important since it is not so closely connected to the company’s business strategy. Two of the software engineers that started with Alpha have been assigned to Kappa, but you will get them involved again in Alpha for final testing. Otherwise, your group has remained stable since the beginning, and the trust and morale among members are high.

You are well along in your product development, and look forward to completing it within the next six months. This project has important career implications for you. It would be your second successful project, and you see yourself in line for the software manager’s job. If Alpha and Beta are successful, the software manager will almost certainly receive a promotion. Your only competition for the job would be the leader of the Beta Project, who has not been at the company as long.

Things were progressing smoothly until last week. Although there have been rumours about your project for months, mostly based on the personnel makeup of the group, nothing of significance was known about it outside of your division. Nothing at all was known about Beta. Now there has been a leak: an article giving details of both projects appeared in an industry weekly. There were some financial implications, and these have begun to affect the price of the company’s stock. This leak threatens your schedule, and you are afraid you will be pressured to rush things in order to ensure your competitive advantage. From your perspective such pressure would be deadly for product quality and morale.

Now, your software manager has called a meeting with you and the other project leaders to discuss the leak. You are expecting a call for a strict tightening of security that would affect your group adversely.

You are known throughout the department, and especially by the people working on the Alpha Project, as a leader who can generate commitment, energy, and creativity among your colleagues. In fact, you believe the software manager picked you to be Alpha Project leader because of these leadership abilities. You would resist imposing security controls because such measures would inhibit the information exchange, openness, and creativity which are crucial to Alpha’s successful development. Also, increased security would dampen morale at a time when everyone on the project is eager to launch the new technology. It would be hard to keep this productive energy up if you had to introduce punitive security measures. You would even risk additional security leaks to obtain maximum creativity, if you had to make a choice.

You know that there are no data indicating that the current leak came from your group, but even if it did you would oppose controls. You strongly believe that you can stop any leaks in your group by appealing to their sense of teamwork, commitment, and loyalty to the project.

Your objective in the meeting is to influence the other project leaders and the software manager to support a plan that would not require you to restrict communication in your group, or insult the group members by requiring any kind of written “loyalty oath.”

Information known only to the Beta Project Leader

You are the project leader for the Beta Project, one of three advanced software projects being developed under your boss, the software manager. Your project is linked to the Alpha Project: both are extremely secret and success in getting them to market before the competition is considered a key to the company’s future. You know a great deal about the Alpha Project, since you need to develop Alpha and Beta in relation to one another. The people in your group are also fairly up-to-date on Alpha technology, since they need it to do their work. The Kappa Project, while it uses similar technology, is basically unrelated and, from your point of view, less important since it is not so closely connected to the company’s business strategy.

Your project generally has been coming along very well. You have a very good group of engineers and designers who have really worked hard in a disciplined way to bring Beta to a successful conclusion. You are within a few months of completing the project and expect, if it is successful, that you will be offered the software manager’s job. Your only real competitor is the Alpha Project leader, but you see indications of difficulty between the Alpha Project leader and the software manager. The Alpha Project leader tends to handle group members very leniently, whereas you “run a pretty tight ship.” You think that your management style works very well in this setting and is essential when it comes to highly important secret projects.

Recently a leak of information took place that resulted in an industry weekly printing some details of both the Alpha and the Beta Projects. There were some financial implications, and these have begun to affect the price of the company’s stock. The company executives are very upset and you suspect that they are now putting a great deal of pressure on the software manager to identify and shut down the source of the leak.

The software manager has called a meeting of all project leaders. You would like to be seen by the software manager as influencing the outcome in a skilful way. You expect a call for strict controls to stop the leak, which you would strongly support.

Actually, you believe that the Alpha group, or one of the ex-Alpha people now located in the Kappa Project, is the source of the current leak. The Alpha Project leader tends to have a very loose management style, which fosters a degree of openness that jeopardises security.

Your strength as a manager has always been based on others’ recognition of your competence, and your ability to challenge your people while exercising tight controls. You suspect that upper management—and the software manager—will be looking for tighter security controls on Alpha and Beta. This will not be a problem for you, but will conflict with the working atmosphere in Alpha Project.

You do not wish to jeopardise your working relationship with the Alpha Project leader, who is likely to oppose increased security measures. However, you have been concerned about Alpha leader’s loose management for some time, and occasionally feel as if this person is sacrificing security in order to be a popular manager.

Information known only to the Kappa Project Leader

You are project leader for the Kappa Project, one of three advanced software projects developed under your boss, the software manager. Two of the projects, Alpha and Beta, are linked and extremely secret. While you know the general scope of these project groups, you have few details about the projects, and this has been the cause of some concern on your part.

Being Kappa Project leader is your first supervisory position, and you believe that your peers (the other project leaders) have used the secret nature of their projects to justify excluding you from some decisions that affect your group. In addition, they have selected the best personnel for their projects. For example, you have had to find jobs for two software engineers that were involved in an earlier phase of the Alpha Project but are now no longer needed. These engineers did not really have the skills that your own project needed, but the software manager wanted to keep them around until the Alpha Project is ready for final testing.

You have begun to question whether it is good for your career growth to continue much longer with a project which is not as greatly valued as the others. You have received some feelers from other companies. One contact came from a company that could be a competitor with your company, since it may be developing a product similar to that being developed by the Alpha group.

Recently, a leak of information took place that resulted in an industry weekly printing some details of both the Alpha and the Beta Projects. There were some financial implications, and these have begun to affect the price of the company’s stock. The company executives are very upset, and you feel that they are now putting a great deal of pressure on the software manager to identify and shut down the source of the leak.

The software manager has called a meeting to deal with this issue, and you are going into it with some concerns. You expect a call for strict controls. You are aware that your group is seen as more dissatisfied with the status quo than the other two, and you want to be sure that no “scapegoating” takes place. In fact, you cannot see why your group should have to go along with any controls that may be imposed, since none of your people has any current information about either Alpha or Beta Project. Moreover, tightening security would merely increase the Kappa Project group’s isolation from the cutting-edge developments in the company, and would contribute to your group’s lowered morale.

On the other hand, you recognise that the company’s success depends on Alpha and Beta being successfully implemented and capturing the market. If stricter controls (password access to information, filing affidavits of agreement not to share information outside the organisation, and so on) are really necessary, you could live with them if your group is not singled out.

Regardless of the decision about whether to institute controls, you want the software manager to see you acting constructively in this meeting. You see both personal and organisational benefits from your work in helping to solve the problem which the upcoming meeting will address.

Conduct Meeting (30 minutes)

 

Start recording.

Set a 30 minute time limit for the exercise, and enforce it!

 

Review ​(60 minutes)

 

Review and analyse your exercise. Use an Exercise Review Set from the back of your journal to guide your review.

Before reviewing the recording, share your Influence Objectives and your planned approach or Influence Style(s). Focus your feedback on how successful people were in accomplishing their objectives and practicing the influence skills they planned to use. When you review the video, look for missed opportunities to use the Behaviours you wished to practise, and ways you might have been more effective in accomplishing your learning goal for this exercise.

 

Repeat and Review (15 minutes)

 

Try to save 15 minutes to repeat the role play. Modify your Behaviour based on the feedback you have received. Keep in mind that the opening few minutes are the most important you have. It is not necessary to reach a decision in this exercise replay, as long as each participant has several opportunities to speak.

At the end of your review, be sure to complete the Personal Learning Journal which is part of the Exercise Review Set at the back of your journal.