Instructions

Objective

This exercise provides an occasion for participants to present themselves positively and forcefully in response to a challenging opportunity. Primary focus is on the use of the Attracting Style: communicating enthusiasm about what could happen if they are given that opportunity. The Persuading Style is also relevant: making logical connections between personal qualities and strengths and the requirements of the specific leadership situation.

The Exercise

Step 1

Decide whether or not to videotape or audiotape this exercise. Then, review briefly the following situations to make sure they are clear to all participants:

Situation A – You want to be the leader of a team whose mission has been redefined. Your job is to get your group to accept the new direction and reorganise around the new mission.
Situation B – You want to convince your organisation that you are the best person to lead a negotiation team in a very tough negotiation between labour and management. (Make clear whether you represent labour or management.)
Situation C – You want to be the new CEO brought in to turn around a company in trouble.
Situation D – You want to try to get a group of people to follow you in starting a new community on an atoll in the South Pacific.
Situation E – You are a member of a research and development unit that has made a breakthrough discovery. You want to assume leadership of the research team that takes this breakthrough development to market readiness.

Step 2

Each player chooses two or more situations (a first choice and a second choice) in which to compete for leadership. There must be at least two people competing for leadership in any given situation, and each player should be involved in at least one competition. If only one person selects a given situation, try to influence someone else, or choose another situation.

Write in your journal:

Influence Objective(s)
Influence Style or Behaviour you intend to practise
Core Style Statement

Step 3

(If you are recording, turn on the video for steps 3 and 4)

Appoint a timekeeper. Start the tape, then start with Situation A, and work through to Situation E, one situation at a time. Each participant who chooses to compete for leadership presents a 2 minute speech, promoting or “selling” herself or himself as the best potential leader. This is followed by a 3 minute period for questioning the candidate. The time limits should be enforced.

Step 4

Following all the presentations for the first situation, stop the video. All group members rank-order (force rank) the presenters, from “Best” to “Worst,” on the basis of how well they demonstrated leadership potential for the specific situation. Discuss briefly the reasons for choosing one presentation and candidate over another.

Step 5

Turn on the tape again, and proceed to the next situation. When all competitions have concluded, rewind the tape and prepare to review.

Review

If you have chosen to record this exercise and you have the time, review the video together, giving constructive feedback to each other. Look for examples of effective and ineffective use of a style. Identify missed opportunities.

At the end of the session take time to record useful feedback and learning in your Journal.

9 Competing for Leadership