Articles
You Are Being Tested
June 15, 2011 (Number 22) "I've got this kind of unusual thing about my personality," a CEO recently confided in me. "Half the time I talk to people, I'm just testing them." "That's not unusual at all," I replied. "In fact, for senior leaders, it's quite common."This testing takes a variety of forms. For example, executives will often ask questions for which they already know the answer. Or they'll even aggressively state their disagreement with subordinates' opinions and approaches when, actually, they agree with them.
It's not just a matter of testing for knowledge and ensuring decisions are well thought through. Many executives are "wired" with a seemingly instinctual need to test people's characters and "size them up." As one senior leader once told me, "I just want to know if I can move the person. If someone changes his opinion just because I throw something at him, how can I trust him?"
How well do you think you've been doing in these tests? Are you confident you always know even when they're happening? To fare better, bear in mind the following:
- Have an opinion on every matter of importance — and stick to it. But know the line between appropriate commitment and irrational obstinacy. And if a superior is unyielding, it's sometimes best to say, "It's not the approach I'd advise but if you're convinced about it, of course I'll support it."
- How you answer the question is typically far more important than the content of your response. Consistently demonstrate you are unruffled by even the most forceful questioning. This will prove to others you are strong enough to lead — and they will secretly feel reassured and more trust you.
- Your repeatedly being asked the same question — such as "why does your position even exist?" — is a strong indicator you have not yet given the right answer, or a persuasive one. So instead of getting defensive or irritated, seize the opportunity to discern and articulate a more effective response.
Dean Herman
