If you want people to take an action or produce a result, you want to master Performance Conversations. These are the conversations that include specific requests and promises to clarify whatever actions, results, and other requirements (such as timing, quality, etc.) you expect someone to deliver. Performance Conversations are specifically designed to get people into action, and they provide the foundation for building accountability.
Performance Conversations (12 min, 57 sec)
If you are interested in getting people to do things for you, then Performance Conversations are key. These are the only conversations that reliably get people into action and they are the key to increasing your success at work.
Making Requests Exercise (4 min, 46 sec)
This exercise gives you the opportunity to create and analyze requests that you typically make to people. In order to do the exercise, please complete and print the Making Requests Exercise PDF. After you have completed it, Jeffrey will explain how to review it to see what elements of requests you can strengthen.
Requests and Promises I (10 min, 49 sec)
In this video, Jeffrey explains to a group of managers and executives in an executive education program the results of a study by the American Society of Training and Development on what impacts the likelihood of people taking action. He also goes through some examples of requests and identifies some common mistakes.
Requests and Promises II (5 min, 33 sec)
People have different responses to requests. In this video, Jeffrey examines these different responses with particular attention on the “Saying Yes, But Doing No” response.
Getting Good Promises (14 min, 8 sec)
Sometimes you want people to do something really important for you and you want to be sure that they can actually do it for you. These are the times you need “good promises”. In this video, Jeffrey explains to a group of managers and executives in an executive education program what constitutes a good promise and the Performance Conversation that is used in getting good promises from people.
Getting and Giving Good Due Dates (6 min, 1 sec)
A prime contributor to getting things late from people is the failure to include a “by when” due date in requests. In this video, Jeffrey talks with the managers and executives of COSI about due dates.
Manage Agreements (5 min, 37 sec)
When people accept requests, they make agreements. The key to improving performance and building accountability is managing these agreements. In this video, Jeffrey talks with the managers and executives in an executive education program about managing the agreements once they are made.