GETTING PEOPLE TO DO STUFF

PARABLE OF THE RIVER

UNDERSTAND LEVERS

• Positive emotions
• Negative emotions
• Self-interest
• Reason
• Formal Authority

UNDERSTANDING HUMANS

• Busy
• Forgetful
• Well intentioned
• Defensive
• Disorganized
• Deferential / Passive

Tactics

S.M.A.R.T. REQUESTS

• Specific
• Measurable
• Achievable
• Relevant
• Time-bound
• OWNER SPECIFIED

VOLUNTEERED COMMITMENT DATE

• “Would you be the right person to help with this?”
• “What date could you have this done by?” Wait for volunteered date
• Friendly recap via email
• Quote the agreed date when checking

TINY TRICKS

• Put it in a story with a due date
• Dates move only when mutually re-negotiated
• Keep the focus on “when” rather than “if”
• Re-forward the history of the commitment when changed

QUESTIONS?