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Sharpening Your Skills

The Power of Asking Open-Ended Questions

August 24, 2020 By Nagesh Belludi Leave a Comment

When Bill Gates first met Warren Buffett, Gates was dazzled particularly by how Buffett asked open-ended “big questions”:

I have to admit, when I first met Warren, the fact that he had this framework was a real surprise to me. I met him at a dinner my mother had put together. On my way there, I thought, “Why would I want to meet this guy who picks stocks?” I thought he just used various market-related things—like volume, or how the price had changed over time—to make his decisions. But when we started talking that day, he didn’t ask me about any of those things. Instead he started asking big questions about the fundamentals of our business. “Why can’t IBM do what Microsoft does? Why has Microsoft been so profitable?” That’s when I realized he thought about business in a much more profound way than I’d given him credit for.

“What are My Questions?”

Asking great questions is a skill, but doesn’t come as you would expect. One contributing factor is that, with age, education, and experience, we become conditioned to cogitate in very rigid terms. Heuristics and mental shortcuts become deep-seated and instinctual to allow for faster problem-solving and programmed decision-making.

Idea for Impact: Don’t ask the same questions most people ask. The smartest people I know don’t begin with answers; they start by asking, “what are our questions?”

Make inquiries using open-ended questions that can’t be answered with a ‘yes’ or ‘no.’ Effective questions will help you think deeper, generate meaningful explorations, and yield far more interesting insights.

Wondering what to read next?

  1. The Solution to a Problem Often Depends on How You State It
  2. The Trickery of Leading Questions
  3. That Burning “What If” Question
  4. Don’t Ruminate Endlessly
  5. Ask This One Question Every Morning to Find Your Focus

Filed Under: Mental Models, Sharpening Your Skills Tagged With: Asking Questions, Decision-Making, Questioning, Thought Process

How You See is What You See

August 15, 2020 By Nagesh Belludi Leave a Comment

So very often, we don’t give ourselves to allow for new understandings, new perspectives, and new interpretations to emerge.

Three people were visiting and viewing the Grand Canyon—an artist, a pastor and a cowboy. As they stood on the edge of that massive abyss, each one responded with a cry of exclamation. The artist said, “Ah, what a beautiful scene to paint!” The minister cried, “What a wonderful example of the handiwork of God!” The cowboy mused, “What a terrible place to lose a cow!”

Idea for Impact: Work to overcome the strong waves of conditioning that you’ve been exposed to your whole life.

Take a step back and consider how you’re responding to a situation emotionally and intellectually.

Free up your mind from the conditioning that may be restraining it.

Don’t let your narrow perspectives—those comfortable walls within which you confine yourself—to make you lose touch with what’s possible.

Explore. Discover. Discern. Open your mind to new frontiers.

Wondering what to read next?

  1. Overcoming Personal Constraints is a Key to Success
  2. Constraints Inspire Creativity: How IKEA Started the “Flatpack Revolution”
  3. What the Duck!
  4. Restless Dissatisfaction = Purposeful Innovation
  5. Four Ideas for Business Improvement Ideas

Filed Under: Mental Models, Sharpening Your Skills Tagged With: Creativity, Critical Thinking, Parables, Problem Solving, Resilience, Success, Thinking Tools, Thought Process

Overcoming Personal Constraints is a Key to Success

August 14, 2020 By Nagesh Belludi Leave a Comment

Why do some people reach ever-higher levels of achievement, while others struggle or just plug along?

Norman Vincent Peale, the doyen of the think-positive mindset, provides a particularly illustrative example in You Can If You Think You Can (1987):

In Tokyo, I once met an American, an inspiring man, from Pennsylvania. Crippled from some form of paralysis, he was on a round-the-world journey in a wheelchair, getting a huge kick out of all his experiences. I commented that nothing seemed to get him down. His reply was a classic: “It’s only my legs that are paralyzed. The paralysis never got into my mind.”

No matter how formidable your talents, you’ll be held back by certain attitudes and behaviors that limit your achievements.

Your personal constraints—some of them beyond your control—will determine your level of success. Identify those constraints and make a plan to triumph over them.

Idea for Impact: The more you can reframe your attitudes toward the past, future, and present, the more likely you’ll find a meaningful life. Don’t let your constraints lay down what you can achieve.

Wondering what to read next?

  1. Restless Dissatisfaction = Purposeful Innovation
  2. Turning a Minus Into a Plus … Constraints are Catalysts for Innovation
  3. How You See is What You See
  4. The Arrogance of Success
  5. Four Ideas for Business Improvement Ideas

Filed Under: Mental Models, Sharpening Your Skills Tagged With: Attitudes, Creativity, Critical Thinking, Innovation, Mental Models, Parables, Problem Solving, Thinking Tools, Thought Process

Lessons from Drucker: Manage People, Not Things

August 13, 2020 By Nagesh Belludi Leave a Comment

One of Peter Drucker’s big ideas was the notion of management as a “liberal art.” In The New Realities (1950,) Drucker argued that effective managers need a wide-ranging knowledge on subjects as varied as psychology, science—even religion.

Management is a liberal art—“liberal” because it deals with the fundamentals of knowledge, self-knowledge, wisdom, and leadership; “art” because it deals with practice and application.

Lessons from Drucker: Management is a Liberal Art Management deals with people, their values, their growth and development—and this makes it a humanity. So does its concern with, and impact on, social structure and the community. Indeed… management is deeply involved in spiritual concerns—the nature of man, good and evil.

Managers draw on all the knowledge and insights of the humanities and the social sciences—on psychology and philosophy, on economics and on history, on the physical sciences and on ethics.

Idea for Impact: Management has become more about numbers and processes than about people

Manage people, not things.

A wise manager is a well-rounded one—somebody who understands and can leverage, in Drucker’s words, “the nature of man.”

Understand your employees. Understand how they think and act. Know what makes them tick—what drives them, what motivates them, what their aspirations are. Acquaint yourself to different approaches to management based on different sets of values. Individualize your management approach.

Use this understanding to create a productive work environment—that’s your foremost responsibility as a manager.

Wondering what to read next?

  1. General Electric’s Jack Welch Identifies Four Types of Managers
  2. Four Telltale Signs of an Unhappy Employee
  3. Eight Ways to Keep Your Star Employees Around
  4. Leaders Need to Be Strong and Avoid Instilling Fear
  5. Don’t Push Employees to Change

Filed Under: Managing People, Sharpening Your Skills Tagged With: Coaching, Feedback, Great Manager, Motivation, Psychology, Social Dynamics, Social Skills

How to Bounce Back from a Setback

August 12, 2020 By Nagesh Belludi Leave a Comment

How to Bounce Back from a Setback When life deals you a blow, and you can’t seem to make yourself move on, consider these simple actions you can take.

  • Think positively. Allow yourself a modest amount of disappointment, but don’t wallow in it. Whenever negative thoughts enter your brain, say “Stop” and turn your attention to something constructive, hopeful, and optimistic. Focus on what you want, not what you fear you’ll lose.
  • Be grateful for everything life has given you and for every step forward you can take. A conscious focus on gratitude can remind you of unassuming plusses that get lost in the vicissitudes of a hurried life.
  • Let go. Don’t look back too often. Keep yourself open to today’s new opportunities. Know what’s beyond your control.
  • Take decisive action. Tackle each critical task with an explicit goal; don’t avoid problems. Scale back your expectations; alas, sometimes you simply won’t be at your best.
  • Take a long-term view and re-examine all those short-term decisions. Don’t get hung up on a particular outcome, event, person, or experience. Stop focusing on what you don’t have or don’t like; focus on what you do have and do like.

Idea for Impact: Often, just knowing that you have some control is enough to change your perspective from bleak to hopeful. What’s important in life is not what’s happened to you, but how you’ll react. What’s a baby step you can take to improve your situation?

Wondering what to read next?

  1. How to … Change Your Life When Nothing Seems to be Going Your Way
  2. Lessons on Adversity from Charlie Munger: Be a Survivor, Not a Victim
  3. 12 Sensible Ways to Realize Self-Responsibility
  4. How Can You Contribute?
  5. Choose Pronoia, Not Paranoia

Filed Under: Sharpening Your Skills Tagged With: Adversity, Attitudes, Resilience, Success

Flattery Will Get You Nowhere

August 11, 2020 By Nagesh Belludi Leave a Comment

Flattery has had a bad name since the Greeks. Over 2,000 years ago, Publilius Syrus, the Latin writer of mimes and dramatic sketches, warned, “Flattery was formerly a vice; it has now become the fashion.”

Flattery continues to be an obligatory weapon in all manner of political and personal influence. Richard Stengel’s A Brief History of Flattery (2000) lists over 200 synonyms for “to flatter” and “flattery.”

A trio of marketing professors conducted a set of experiments using a sunglasses kiosk. The sales clerks flattered customers either during the sale, after the sale, or not at all. Then, researchers asked the shoppers to evaluate the trustworthiness of the clerks.

Turns out that the customers could see through it. Flattery, whether it comes during or after the sale, reduced the customer’s perception of the clerk’s trustworthiness. Without conscious reflection, flattery made the customers distrust the salesclerks:

Our findings show that even when it was obvious the compliment didn’t serve any underlying sales motive, the participants didn’t trust what the sales agent had to say.

In a way, it’s sad that the marketplace has become so suspicious, but it seems that when someone flatters us, we get our back up even if it’s not called for. It’s the consumers’ default position to react negatively to what is perceived as an attempt to manipulate them.

Idea for Impact: Don’t try to sway anybody by unsavory flattery and ingratiation.

Flattery is an inducement that seems great initially but leaves a horrid aftertaste. People will eat up your flattery if they’re starving for affection, but undue adulation isn’t as appealing as honest, sincere appreciation.

Wondering what to read next?

  1. Office Chitchat Isn’t Necessarily a Time Waster
  2. Avoid Control Talk
  3. The Sensitivity of Politics in Today’s Contentious Climate
  4. How to … Address Over-Apologizing
  5. How to Reliably Tell If Someone is Lying

Filed Under: Managing People, Sharpening Your Skills Tagged With: Conversations, Ethics, Etiquette, Interpersonal, Manipulation, Persuasion, Social Skills

What’s Wrong With Giving Advice

August 10, 2020 By Nagesh Belludi Leave a Comment

“It is a pleasure to give advice, humiliating to need it, normal to ignore it,” somebody once remarked.

What really happens when you offer advice is … you instinctively send a message to the other person that they don’t have the resources to solve the problem themselves.

Your advice is probably rooted in your expectations, not in the understanding of the other

The best way to give advice is to not give any advice at all but to listen attentively and emphatically.

People who relate their problems don’t really want your advice, even if they seek to sound you out about a problem.

They want you to listen to their problem, perhaps ask open-ended questions to help them think through the problem, and help them explore the options they have.

People Want You to Listen, Not to Talk

Clinical psychologist Lisa Damour notes that parents can’t help but offer direct solutions to their kids’ problems. In her insightful ‘Adolescence’column for the New York Times, Damour suggests,

Rushing in with suggestions carries the risk that it may strike our teenagers as a vote of no confidence when they are mainly seeking our reassurance that they can handle whatever life throws at them.

Instead of proposing solutions, we might bolster adolescents as they sort things out. Saying, “I’ve seen you get through things like this before” or “This is tough, but you are too” can effectively loan teenagers a bit of perspective and confidence when their own feels shaken.

Even teenagers who have already addressed a problem may still seek our reassurance. [A teenager] said she sometimes tells her parents “about a situation and what I did to solve it” in order to get validation that she made the right choice. When this happens, she says she’s “not really looking for their solution, just checking that they think I did the right thing with my limited problem-solving experience.”

Adolescents often feel vulnerable, perhaps especially so when they open up to adults about their jams and scrapes. In these moments, well-intentioned guidance can land like criticism, and lectures or “I-told-you-so”s—however warranted—may feel like outright attacks.

More often than not, offering our teenagers an ear, empathy, and encouragement gives them what they came for. If your teenager wants help solving the problem, divide the issue into categories: what can be changed and what cannot. For the first type, focus on the needs your teenager identifies and work together to brainstorm solutions. For the second type, help them come to terms with the things they cannot control.

Often People Want You to Listen—Sharing is an Act of Self-Reflection

When people open the door of their confidence, tread delicately.

Open the ear of your heart. Don’t impose your perspective, but help them find a solution that works for them.

  • To empathize, say, “You are in a tough situation,” “gee, that stinks, it totally not fair to you,” “I understand why you feel this way,” “You have every right to be offended,” or “I’m so sorry you have to face this kind of difficulty right now.”
  • To help clarify, say, “I might be wrong, but it seems to me …,” “Are you concerned that …,” or “what if ….”
  • To expand perspective, say, “This may seem like a big deal at this time, but how will you feel about this in a week? A month? A year?” or “what do you think is the worst fallout of this?”

Idea for Impact: Often, the Best Advice You Can Give is Not Providing Any At All

If pressed to offer an opinion, tease out the options they’re considering. Ask, “What do you think you ought to do?” or “What would you like to happen?”

Don’t offer a solution that pleases you more than it does the other. The best solution to a problem somebody is facing is the one that works for the other person, not you.

Wondering what to read next?

  1. Nobody Wants Your Unsolicited Advice
  2. Flattery Will Get You Nowhere
  3. Avoid Control Talk
  4. “But, Excuse Me, I’m Type A”: The Ultimate Humblebrag?
  5. Listen to Understand, Not to Respond

Filed Under: Managing People, Sharpening Your Skills Tagged With: Adversity, Asking Questions, Etiquette, Manipulation, Social Skills, Worry

Steak, Not Sizzle

July 23, 2020 By Nagesh Belludi Leave a Comment

Mark Hurd, the recently-departed executive of NCR and CEO HP and Oracle, recalled this best advice he ever got:

When I moved to a head-office in Dayton in 1988, an NCR executive was giving a presentation; he had great slides and an even better delivery. The CEO, Chuck Exley, listened to the entire presentation in his typically gracious, courteous manner. At the conclusion, he nodded and said something brief but profound: “Good story, but it’s hard to look smart with bad numbers.” And as I reflected on it, the presenter, articulate as he was, as good as his slides were, simply had bad numbers.

That comment has always stayed with me. You have to focus on the underlying substance. There’s just no way to disguise poor performance. I’ve tried to follow that advice throughout my career. Deliver good numbers, and you earn the right for people to listen to you.

Idea for Impact: Don’t Succumb to Hype

Marketing and branding have conditioned society to play up—and be attracted to—sizzle over steak. Style over substance.

Sizzle can only get you so far.

Focus on the steak. It is considerate and farsighted and more fulfilling to focus on substantive ideas, products, and presentations.

For sure, sizzle is important. Only when you have a good steak, add some sizzle to promote the bejesus out of whatever it is you have to offer.

Wondering what to read next?

  1. Decoy Effect: The Sneaky Sales Trick That Turns Shoppers into Spenders
  2. The Wisdom of the Well-Timed Imperfection: The ‘Pratfall Effect’ and Authenticity
  3. The Mere Exposure Effect: Why We Fall for the Most Persistent
  4. Your Product May Be Excellent, But Is There A Market For It?
  5. Consumer Power Is Shifting and Consumer Packaged Goods Companies Are Struggling

Filed Under: Sharpening Your Skills Tagged With: Biases, Leadership Lessons, Marketing, Persuasion

How to Read Faster and Better

July 20, 2020 By Nagesh Belludi Leave a Comment

Look at the big picture first.

When reading new, unfamiliar material, do not leap directly into it. You can increase your comprehension and retention if you scan the material first.

Skim headings, subheadings, photo captions, and any available summaries.

Sense how the author has organized the key points. With reports and articles, read the first sentence of each paragraph, with books, glance at the table of contents, and chapter introductions. Scan the initial and concluding paragraphs of each section.

All this previewing will help anchor in your mind what you then read.

However, speed-reading doesn’t work if you need to really get to grips with the content of a piece of writing. So much of what’s significant about reading isn’t just about processing words.

Learn to pace your reading as per your purpose:

  • Read very fast if you’re looking only for a specific piece of information—skimming over revision notes before an exam.
  • Skim over text rapidly if you’re trying to get just general idea without worrying about details, like scanning a news article.
  • Read at a moderate pace if you want to comprehend and retain what you are reading. The more difficult the text, the slower you’ll read. Some texts will require rereading.
  • Read very slowly if you’re probing a text or soaking up its substance. When you just want to sit down and enjoy a good book, what’s the point in rushing anyway? After all, reading is about exploration, appreciating the beauty of a well-crafted sentence, thinking deeply, and following your imagination. Refer to Mortimer Adler’s guide to intelligent reading, How to Read a Book (1972; my summary.)

Idea for Impact: Reading is a skill, and, like any other skill, it’s worth your time to take, master, and enjoy. Skimming will help you cope with the overwhelming amount of text you’ll have to read in this day and age.

Wondering what to read next?

  1. Curate Wisely: Navigating Book Overload
  2. A Guide to Intelligent Reading // Book Summary of Mortimer Adler’s ‘How to Read a Book’
  3. You Have a Pile of Reading Material at Your Desk?
  4. How to … Read More Books
  5. Rip and Read During Little Pockets of Time

Filed Under: Leadership Reading, Sharpening Your Skills Tagged With: Books, Critical Thinking, Reading

Easy Ways to Boost Your Focus & Stop Multitasking

July 18, 2020 By Nagesh Belludi Leave a Comment

If you’re struggling to focus on getting work done, perhaps the following tips may help.

1. Simplify Your Environment. We, humans, are biologically programmed to pay attention to new stimuli. Disable notifications on your phone, close the unnecessary windows on your screen, and clear up unnecessary papers. Switch off to switch on. Find a quiet space in the office or retreat to the local library or a tearoom.

2. Make Your Mind Up to Focus. Set aside a block of time—even if it’s just ten minutes—to handle a mentally challenging task without interruptions. Quite often, seemingly difficult tasks get easier once you get working on them, even if you force yourself to go through the motions. Extend the time further—schedule ten, twenty, or thirty more minutes of work.

3. Embrace Your Struggles. Any task that takes mental effort, or involves critical thinking and creativity, is going to be a little daunting initially. When you hit a wall, don’t quit and breakout to something easier. Labor through and push onwards.

4. Take Adequate Breaks. Humans work in cycles; we can focus for a period but then need time to rest. Try the popular ‘Pomodoro Technique’: work for a concentrated 25 minutes, take a 5-minute time out, then dive back in for another Pomodoro. After four Pomodoros, take a long break. During each break, leave your desk or take a break from your screen. Go for a quick walk around the block, step away from your desk for a few minutes, or make a cup of tea. Realizing that you only have a set amount of time to complete a task before a break, the Pomodoro Technique tends to keep you on the task rather than drifting from one diversion to another.

By ditching multitasking and regaining focus, you can reduce distraction, lower stress levels, and put more of your energy into what’s important instead—one single task at a time.

Wondering what to read next?

  1. Personal Energy: How to Manage It and Get More Done // Summary of ‘The Power of Full Engagement’
  2. Did School Turn You Into a Procrastinator?
  3. How to Embrace Multitasking
  4. Always Demand Deadlines: We Perform Better Under Constraints
  5. A Guaranteed Formula for Success: Identify Your #1 Priority and Finish It First

Filed Under: Sharpening Your Skills Tagged With: Discipline, Getting Things Done, Motivation, Procrastination, Time Management

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About: Nagesh Belludi [hire] is a St. Petersburg, Florida-based freethinker, investor, and leadership coach. He specializes in helping executives and companies ensure that the overall quality of their decision-making benefits isn’t compromised by a lack of a big-picture understanding.

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