1.5 - About University

the gang. Challenge Insecure Aggressors, however,and they will fight harder. A better strategy here isto assume that the tougher the outer shell, thesofter the inside.prove themselves and defend themselves againstothers. They are the archetypal warriors.Know-It-AllsKnow-It-Alls like to upstage everyone with data.They come in two variants: Spocks, who areindeed experts, and Windbags, who are not.Know-It-Alls believe they are superiorintellectually. They defeat dreaded ambiguity withexpertise, data, logic, and analysis. They willfollow their logic, even into bizarre disasters.NegativistsFavorite Negativist phrases are, “It won’t workbecause...” or, “They won’t let us do that.” Asnatural devil’s advocates, Negativists find faultwith any idea. It’s important to separate Negativistbehavior from legitimate risk analysis. Indiscussing risks with a true Negativist, you will getmore doom and gloom.Negativists gain power by tapping into generalfeelings of helplessness in organizations. Theymay feel that people—managers in particular—areconspiring to thwart their personal efforts.SticklersSticklers or bureaucrats go by the rules—real orimagined. Means are more important than ends.No matter how productive or beneficial your idea,they want to do it by the book, often quotingauthority figures and policies to support what theyconsider okay or not okay. They will know andquote policies to be followed and forms to befilled.Sticklers seek security by pleasing superiors. Theygain power by controlling access to organizationalpower.[☛ 9.9 Power]IndecisivesIndecisives won’t give a clear “yes” or “no” answerto anything. They use a wide range of runaroundsand stalls to keep you dangling on a string.Indecisives want to please everyone. They don’thandle conflict well. They avoid risk at all costs.H OW TO USE THIS LEADERSHIP TOOL“The secret to dealing with irrational people lies in knowing their rules. Everything people do, no matter howcrazy it seems, follows some system of rules.”—Albert Bernstein and Sydney Craft Rozen, DINOSAUR BRAINSDealing with difficult people is challenging, and simple recipes won’t work in all cases. Thebest long-term strategy is to learn more, first about yourself and about human behavior in general,and next about tools and techniques for dealing with difficult people. Before you use anyof the techniques provided here, collaborate with a trusted colleague or coach—one who handlesdifficult behaviors particularly well. You may even want to role-play your responses witha coach to ensure that you’re ready to deal with the difficult person.SECTION 12 TOOLS FOR LEADING RELATIONSHIPS 385