How to Move Within Your Company - The Muse

How to Move Within Your Company - The MuseHow to Move Within Your Company If youre feeling like your job isnt all its cracked up to be, your first instinct is probably to browse job postings online. Sure, you could just be in the wrong role, but moving around internally can be a tricky situation. How do you approach the subject? What will your manager think? Its no wonder that many employees decide to look outside their organization. The truth is, though, moving to a different department is often encouraged in large companies, where they want to make sure that employees use their best skills- not to mention stick around for a while. In 11 years at Caesars Entertainment, Ken Janssen has taken on a wide range of positions, from guest services and menschenfreundlich resources analytics to casino marketing and property management. Now, as Vice President of Leadership Development, he helps other employees move within the company. We try to grow our talent from within and make a commitment to their development, he says. If youre also at a company where department jumps are possible, Ken has some advice for how to make a move. What to Do When Its Time for ChangeCareer coaches often recommend tackling a career rut by first listing the things that are important to you. Is it the ability to be creative? An opportunity to manage people? To travel and get a change of scenery for a while? Then, make a list of the skills that youd like to develop further. Maybe youre an amazing writer who is stuck in a project management role. Or youre a people person who stares at spreadsheets all day. Be clear about what youre good at and what youd like to be doing more of. Once you have both of these lists together, do some research about roles within your organization that may fulfill your goals. Find a few? Great. Ken recommends setting time to talk with your HR or talent department about your goals and what training or skills you might need to get there. Ideally, he says, they will hel p guide you to the appropriate training and get you in front of the right people so that youre ready when an opportunity becomes available.Speak Up to Switch RolesOf course, you wont get a new role just by asking shifting gears takes work on your part, too. Kens quick to mention the power of networking, volunteering, and speaking up- as meetings can be the perfect place to show other teams you have what it takes to join their ranks. Always have recommendations. You should walk into every meeting with two or three different recommendations. It demonstrates your understanding of issues and the ability to think critically, Ken says. Beyond that, show your enthusiasm for tasks outside of your role. If you want to make a move, he suggests, dont be afraid of unattractive work. Volunteer and crush that project. No ones doing it because its not that exciting, but you can turn it into an exciting project if youre enthusiastic about it, and people will notice.Look to Mentors- and Surprising O pportunitiesWhen you know that you want change, but youre not exactly sure what kind, talking to others can help you figure out where you fit in best. If your company doesnt have a formal mentorship program, simply talking to more senior employees about how they navigated moving internally can help you plot your own move. Its also a good way to throw ideas around before making a formal pitch to HR. Ken also recommends being social as a means to maneuver within the company- after all, you never know what relationships will lead to your next role.Ask someone to have coffee, whether or not you know them well. People are very generous with their time and will usually say yes. You just have to reach out. Also, remember that when youre a large organization, there could be roles that you never knew existed. Ken often sees this when he talks to Caesars employees. People dont realize that theres work in hotels, restaurants, entertainment, technology, and finance. Caesars even created a role called Vice President of Customer Journey that will manage a visit from vacation planning to post-trip follow up, he says. Because the business is so diverse, employees can work up a vertical track or become a jack-of-all-trades and get different experiences. Bottom line? Keep an open mind. You might just find the role youre looking for, just a few cubicle doors away.

How to be persuasive 7 secrets from hostage negotiation

How to be persuasive 7 secrets from hostage negotiationHow to be persuasive 7 secrets from hostage negotiationWe all have to have difficult conversations. And theyd be easier if you knew how to be persuasive. Whether its dealing with family members, buying a car or negotiating a raise, persuasion is always a useful skill.But much of what you read doesnt work in tough scenarios.So I decided to call someone who has handled the fruchtwein challenging scenarios imaginable - ones wherelives are on the lineChris Vosswas the FBIs lead international hostage negotiator and hes the author of an excellent new book Never Split The Difference.Think you know what really influences people? Maybe youve read some stuff on the subject before? Well, youre probably making a lot of mistakes. Chris has some of the most counterintuitive - and effective - techniques youve never heard about.Chris focuses onemotions. And this completely changes the game. His methods get people to solve your problems for yo u - in ways that will make both sides happy.Lets get to it1) Dont be directStraightforward and honest are good qualities. But when youre too direct in a negotiation or heated discussion, it can come off as blunt and rude. You sound like you dont careabout the other sideand just want what you want.Skippinglistening, empathy, and rapportis what turns an easily resolved dilemma into a fight. And you never want to turn a discussion into a war. Be nice andslow it down.Heres ChrisDont think,Im a very direct and honest person. I want people to be direct and honest with me, so Im going to be direct and honest with you. Well, that happens to come across as being very blunt and overly aggressive. If Im notlage aware that my direct and honest approach is actually offensive to you, then Ill be mystified as to what your problem is. Meanwhile, dealing with me might feel likegetting hit in the face with a brick.Cutting to the chase can feellike an attack. So slow down. Smile. Use a friendly tone or acalm voice.(For mora FBI behavioral techniques on how to get people to like you, clickhere.)So what do many negotiation books tell you to do that istotally wrong?2) Dont try to get them to say yesYou hear a lot of advice telling youthatgetting people to say yes multiple times will make them mora likely to say yes to whatever you want. Chris feelsthis may have been a good idea in the past, but people are on to it.Youve probably had people try it on you. And you knew what they were doing. And how did it make you feel? Exactly. Icky and manipulated. Trust and rapport just went out the window.People are reluctant to say yes because it makes them commit to something. It makes them defensive. Heres ChrisWhen people say no, they feel theyve protected themselves. No is protection. Yes is commitment. People worry about what have I just committed to by saying yes. But when you say no, you dont commit to anything. Since you just protected yourself, you have a tendency to relax. People actu ally become a lot more open if they feel theyve protected themselves.So what does Chris recommend? Phrase the exact same questions in a wayto get them to say no.Heres ChrisPeople will do things that arent in their best interest, just to prove to you that they have autonomy.If you make it clear to them that its okay to say no, then you help them feel autonomous which makes them more collaborative. You call somebody up on the phone andsay, Have you got a few minutes to talk? That will makeanybody tighten up. Immediately they want to say no to that, because they know if they say yes, theyre going to get hooked in and be kept on the phone. The opposite is to say, Is now a bad time to talk?Chris prefers to use phrasing such as, Would it be a bad idea if? People dont feel locked in, andtheyll often affirm what youre proposing by saying something like, No, thats not a problem.Theres a very powerful way to implement this when youre trying to resolve a situation and youre being ignored. What does Chris say works magic? Just ask one simple question designed to trigger a no.FromNever Split The DifferenceHave you given up on this project?mora often than not the response is a fast, No, weve just been really busy. Sorry about the delay(To learn the methods Chris recommends to lower your bills, clickhere.)So youre no longer being blunt and youre not trying to trick people into saying yes. Great. What other mistakes are you probably making?3) You need to do an accusation auditIf its an argument with a loved one or a business negotiation thats headed south, the other side probably has made some accusations about you. You dont listen or Youre being unfair.And the common response is to start your reply with Im not ____. You deny their feelings. Boom - you just lost the patient, doctor. They now assume youre not on the same page. That they cant trust you.So what does Chris say to do instead?List every terrible thing they could say about you.FromNever Split The DifferenceThe fast est and most effective means of establishing a quick working relationship is to acknowledge the negative and defuse it.Dont be afraid of sounding weak or apologizing. Unless youre holding all the cards, making them feel youre on the same page produces more concessions in the long run than making them feel you dont care or understand.Heres ChrisDenying an accusation enhances the accusation. Saying, I dont want it to seem like I dont care about you, is denying a negative and thats a poor tactical choice. Say, I know it seems like I dont care about you. That defuses the negative.(For more FBI hostage negotiation methods that can get you what you want, clickhere.)So youre doing a lot of things that on the surface might sound crazy trying to get them to say no, acknowledging all their accusations about you What completely insane-sounding thing does Chris also recommend?4) Let them feel in controlManynegotiation books use fighting metaphors and emphasize dominance. Bad idea, says Chris. C ool your inner Rambo.You want a collaborative atmosphere. And if youre both jockeying for control, forget about it. When some people dont feel in control they totally lose it, especially in heated situations. So let themfeelin control.Youre not giving them everything they want or letting yourself get pushed around, but the other side has to feel they have control in order to relax. Heres ChrisSay, Okay, you want to set the agenda? Set the agenda. Ask them open-ended questions. People love to be asked open-ended questions that start with what or how, because it lets them feel like theyre educating you and it gives them a feeling of being in control. It works on two levels. One, it tends to create a more collaborative environment, which means youre going to make a better deal. And, two, if the other side is trying to gain control to cheat you, it letsthemdrop theirguard, so that you can get the upper hand.Playing dumb is an effective strategy. Keep asking those how or what questions.( To learn what a clinical psychologist says works in the most difficult conversations, clickhere.)So you let them feel in control and youre asking a lot of open-ended questions. But how do you know if all this is working? Listen for two magic words5) The two magic words they need to sayThats right. When they say that, you know they feel you understand them. Thats rapport. Now emotions are on your side. Now youre collaborators trying to solve a problem, not warring tribes.Heres ChrisThats a really powerful connection to be able to establish. Theyre telling you they feel connected to you, and they feel a great rapportwith you. If theres anything thats going to move them in your direction swiftly its when theysay, Thats right.What conversational move is most likely to trigger a Thats right?A summary. Paramotto back to them what theyve been saying. Now they know youre listening and understanding. You dont have to agree, youre just giving a summary.And what words should make you worried? If they say,Youreright. Think about it. When doyousay that? Whenyou want to politely tell people to shut up and go away.(To learn how to read people like Sherlock Holmes, clickhere.)Alright, so weve focused a lot on emotions and getting them on your side. Now how do we actually make progress in the discussion or negotiation? Well, all that listening wasnt just about making them feel good. Its also to get information6) Listen for leversSometimes you feel you have no leverage. But Chris believes there is always leverage. You just have to find it. And you do that by listening and asking questions - which nicelybuilds rapport and makes your counterpart feel in control at the same time.Negotiation is not a fight. Its a process of discovery. When you know their real needs, the real reasons they are resisting you, then youre able to address those directly and problem-solve.Heres ChrisThe other side has got something to tell you that would change everything. Youve gotta get that piece of i nformation out of them. Give them a chance to talk, and theyre going to tell you something really importantLets say their boss told them two days before that if they dont close the next deal, their job is on the line. Maybe theres a company that appears to have all the leverage in the world, but theres a personal pressure on the executive that you dont know about, like they need to close this before they leave on vacation.Youre really looking fortwo things. The stuff theyre intentionally holding back, and then the stuff that they just dont know is important and theyre not going to mention if you dont keep them talking.I saw a good example of this first hand in an MIT negotiation class. Twogroups of students have to decide how to split a bunchof oranges. Both sides have detailed information about theirneeds that the other group cant see.The aggressive students rush in and say, You have to give us all the oranges. These studentsget an F. (They probably also go on to get divorced.)The collaborative students say, Well split the oranges 50/50 with you. Better, but far far far from optimal.What do the smart students do? They ask questions. And what they find out is that the other group only needs the orange peels. And their group only needs the fruit. Both sides can get everything they want. But they never find out if they dont ask.Theres always leverage. But you have to listen.(To learn how to win every argument, clickhere.)So asking questions is a huge part of getting what you want out of any disagreement. Whats the question thatyou should be asking the most?7) How am I supposed to do that?Playing dumb works. In fact, being helpless works too. Asking How am I supposed to do that? is deceptively powerful.It gets them to solve your problems for you and in a way they deem acceptable.FromNever Split The DifferenceCalibrated How questions are a surefire way to keep negotiations going. They put pressure on your counterpart to come up with answers, and to contemplate you r problems when making their demands The trick to How questions is that, correctly used, they are gentle and graceful ways to say No and guide your counterpart to develop a better solution - yoursolution.By getting the other side to think about your situation it very oftengets them to grant concessions. And theyre concessions that theyre okay with and will likely stick tobecause it wastheir idea to offer them.Heres ChrisYou want to make the other side take an honest look at your situation. Its the first way of saying no where youre doing a lot of things simultaneously. Youre making the other side take a look at you. You make them feel in control, because its a good how question. You dont want to say it as an accusation. You want to say it deferentially, because theres great power in deference. You want to find out if theyre going to collaborate with you. 9 times out of 10, you get a response thats really very good.Keep askingit. In hostage negotiations Chris would ask it over and ov er How do we know the hostage is safe? We dont have that kind of money. How are we supposed to get it?But how do we deliverthe ransomto you?Now I know what some of you are thinking Eventually theyregoing to say, Youre just going to have to figure it out. And thats fine. Thats the signal you havent left any money on the table.Heres ChrisOf course the one time out of 10 theyll say to you, Well, youre just going to have to figure it out. But even in that caseHow am I supposed to do that? helps you confirm that you have in fact pulled as much value or gotten as many options as you possibly can out of the other side. You found a solid barrier. Your decision now is, Okay, do I like this? Do I move in another direction?(To learn how to use hostage negotiation techniques with your kids, clickhere.)Okay, weve learned a lot from Chris. Lets round it all up and learn the final secret tohow paying attention to emotions canhelp you resolve dilemmas at home and at the officeSum upHeres what Chris had to say about how to be persuasiveDont be directDirect usually comes off as rude, no matter your intentions. Be nice and slow it down.Dont try to get them to say yesPushing for a yes makes people defensive. Try to get a no.Do an accusation auditAcknowledge all the negative things they think about you to defuse them.Let them feel in controlPeople want autonomy. Ask questions and let them feel like theyre in charge.The two magic words they need to saySummarize their position to trigger a Thats right.Listen for leversThey might only need the orange peel. Listen, listen, listen.Keep asking How am I supposed to do that?Let them solve your problems for you.Emotions are critical. Most deals end because of negative feelings and most deals close because people like one another. So dont alienate the other side - unless youaretrying to kill the deal. (And thats an effective technique as well.)But what you really want to do is what that magic phrase How am I supposed to do that? accomplish es so well.It allows you to say no without making an enemy.Chris sums it up nicely in his book with a quote.FromNever Split The DifferenceHe who learns to disagree without being disagreeable has discovered the most valuable secret of negotiation.Discussions and negotiations arent about war or winning. Its about finding a way for everyone to get what they want and to be happy with what they get. For the people closest to us, its also about understanding them better through listening.And thats what builds relationships that last.Join more than 320,000 readers.Get a free weekly update via emailhere.Related postsHow To Get People To Like You 7 Ways From An FBI Behavior ExpertNew Neuroscience Reveals 4 Rituals That Will Make You HappyNew Harvard Research Reveals A Fun Way To Be More SuccessfulThis article first appeared at Barking Up the Wrong Tree.

5 Solutions for the Long-Term Unemployed

5 Solutions for the Long-Term Unemployed 5 Solutions for the Long-Term Unemployed fruchtwein of the people I know have been unemployed at one point or another. Theres a sense of despair that comes with losing their source of income. Perhaps more devastating is a sense of emotional turmoil, which can include sadness, anger, self-doubt, fear, isolation, and even depression.A special category of unemployment identifies people whove been unemployed for 27 weeks or more. Theyre referred to as long-term unemployed. The long-term unemployed experience the aforementioned symptoms at a more heightened level. I know this because many of my clients are at this stage, some for a year or more.Struggles of the long-term unemployedOfer Sharone is an assistant professor at the University of Massachusetts, Amherst. His research focuses on career transitions, work, and unemployment. He is also the founder of the Institute of Career Transition (ICT) at the Sloan School of Management, MIT, which focuses on helping the long-term unemployed traverse the road of long-term unemployment. Sharone conducted interviews of the long-term unemployed.The following are the concerns of the people Sharone interviewed.Arnold described the job search as a black hole, where he would send his applications to employers and never hear from them. This is not uncommon among the long-term unemployed, who want to hear something from employers even if its a rejection. Sharone explains, This void leaves it up to job seekers to interpret the reasons for their labor market difficulties, which frequently results in highly individualized accounts.Deborah talked about the loss of identity. This is a fairly major yardstick that we all put against ourselves, our employment. We define ourselves partly by what we do. Right now Ive had the rug pulled out from under me in terms of how I identify myself.Most people who lose their job feel embarrassed, humiliated, and ashamed, as Ruth stated I dont want to contact peopl e, my friends. Im embarrassed. Im humiliated. I feel like a loser. And I dont want to call anyone, I just dont want to talk to anybody.In writing this article, I reached out to six people, asking them to describe their experience of being unemployed for longer than a year. Two people responded. I imagined the other four people didnt because they didnt want to relive their experience.Doug wrote, I get my strength and rejuvenation from helping others. During this period of unemployment, I welches the one that needed help and support. It welches new to me and hard to accept. I would be lying if I said I never got down or discouraged. You dont necessarily want a pity party, but sometimes you just want to be left alone to let your thoughts and emotions marinate.David wrote, If I can capture my feelings in simple words they would be despair, desperation, and disbelief. Despair at having to draw down savings and even my 401K to survive. Desperation at watching my retirement vanish. And dis belief that a skilled person with years of experience and strong accomplishments was passed over time and again.Many believe there is a correlation between age and long-term unemployment. David wrote, I suspect ageism played a role, as did the bias many hiring managers have for people who are out of work. Despite the deep crash starting in 2007, too many employers still believe that if you have no job, especially if youve not had one for a while, there must be something wrong with you.I believe David is correct on all counts.Job search solutions for the long-term unemployed1. Finding a support systemIsolation is a symptom of long-term unemployment which is hard to overcome. Doug describes the support he received from family and friends, some friends he developed during his job searchI am fortunate that way. I also have a strong base of family and friends that kept me motivated. Many of these friends I never knew until I got laid off. I met them through job clubs and networking group s and consider myself lucky to have found them. They truly understood what I was going through.The organization Sharone created at MIT matches volunteer coaches with long-term unemployed to provide them support and advice. One of the many benefits the group offers is being with others who are in the saatkorn situation.For example, Becky, who had previously described the black hole experience as deadening and as making it hard to roll up your sleeves and try again, explained that its helpful to be part of a group and recognize Im not alone.Bob shared, When youre let go, you get discouraged, frustrated, disappointed, feel like a failure, but he explained that the support he received helped him recognize the positive things that Ive done in my career and has helped me see that focus. So keeping me aligned with what I can offer an organization, rather than what it was that I wasnt able to offer.2. NetworkingMost people understand the importance of networking, but many people are relucta nt, if not terrified of networking. For the long-term unemployed, networking outlets can lose their appeal as the forums are attended by the same people. Ive attended networking events as a visitor or presenter, where Ive seen people who seem to have been there a year ago. This is not due to a lack of effort on their part. They may have been victims of the long-term unemployment stigma.The quickest way to earning a job is by being referred to a position by someone who is known and trusted by the employer. This is easier said than done, and for someone who has been out of work for more than 27 weeks, finding people to refer them can be a tall order. It is, therefore, essential that a long-term unemployed is able to promote themselves to people who are in a position to recommend them.David never gave up on networking the two years he was out of work. My landing was through networking, he wrote. Someone knew someone looking for my skill set more importantly, that someone specifically recommended me. That built up, eventually, to a full-time position that, alas, was a finite one.3. Powerful resumes and LinkedIn profilesWhile the aforementioned solutions are important, a well-crafted resume and LinkedIn profile are paramount to avoiding the black hole syndrome. Foremost a resume needs to be tailored to each position for which one applies. Its essential that the long-term unemployed demonstrate how they can meet the needs of the employers. A one-fits-all resume will fail to accomplish this.Secondly, the resume and LinkedIn profile have to express ones value through measurable accomplishments. All too many long-term unemployed insist on listing duty statements that lack quantified results. Theyre very proud of what theyve done, but neglect to demonstrate how well theyve performed their duties.Lastly, the resume must get past applicant tracking systems (ATS), which approximately 98% of Fortune 500 companies are using, more than 60% of mid-sized companies employ, and some small companies are outsourcing. Most of the clients I talk with are unaware of ATS, as well as Jobscans software that helps them optimize their resumes to beat the ATS.Having a strong LinkedIn campaign is also a key requirement for the long-term unemployed. Some sources state that between 87-94% of recruiters use LinkedIn to find talent. Further, Approximately 40% of employers will immediately reject candidates if they dont have a LinkedIn presence.4. Perform Well in InterviewsAs stated earlier, there is a bias against the long-term unemployed. Interviewers might be wondering why one has been out of work for six months. Whats wrong with them? Sharone acknowledges in an interview that this bias existsWe have age discrimination laws that reflect our belief that it is not okay for an employer to assume that just because you are 50 years old, youre not qualified or skilled anymore. I think the same thinking should drive policies that say we dont think its a good idea for employers to make an assumption that just because youve been unemployed for six months, youre not good or skilled.Long-termed unemployed must realize that getting to an interview means there is a chance for them to land the job at hand. But only if they block the bias from their mind will they be able to perform well enough to secure the position. In all likelihood they will be asked why theyve been out of work for so longmany of my clients are asked this. A successful response to this question will rely on their honesty and conviction in their ability to succeed in the role theyll be assuming.5. Treat yourself wellThe final suggestion I have for the long-term unemployed is taking a break. Whereas some might think putting their job search in overdrive is the way to success, taking their foot of the gas pedal every once in awhile will help them maintain their sanity. My contributor, Doug, told me once when I asked how his week had gone that he took it off. My initial thought was, The whole we ek. But it dawned on me that it was a good move on his part. In the end, he landed a job. When it comes down to it, thats the endgame.