Brown Noising

http://thecareerist.typepad.com/thecareerist/2010/11/kissing-up-.html

 Only the very naive think that talent and hard work propel people to the top of the heap. Look around you.

The legal profession, with its obsession with grades and unreadable law review articles, loves spewing that "cream naturally rises to the top" nonsense. Don't believe it.


Yes, sucking up builds careers, especially if you're just passably smart, as most of us are. But the big question is how to do it well.

http://insight.kellogg.northwestern.edu/index.php/Kellogg/article/ingratiating_behavior_provides_alternative_path_to_the_boardroom
 
http://insight.kellogg.northwestern.edu/index.php/Kellogg/article/corporate_sweet_talk
 
“Lawyers, politicians, and salespeople routinely take part in flattery and opinion conformity to complete their jobs, similar to those operating in an upper-class social environment,” Stern explains. “Ingratiatory behavior is a form of interpersonal communication that is acceptable and expected in both arenas.”


Stern and Westphal note that acts of flattery are successful in yielding board appointments at other firms only if the influence target does not recognize these acts as a favor-seeking motive.

“To tap into the corporate elite’s inner circle, a person cannot be too obvious,” Westphal says. “Being too overt with one’s intentions can be interpreted as manipulative or political. The more covert the ingratiation, the more sophisticated the approach and effective the outcome.”

Pointers
1. Pretend you're seeking advice. Example: “How were you able to close that deal so successfully?” Mentoring is very in--so let that incoherent partner think that he can actually teach you something.


2. Argue a bit with the kissee about his opinion or approach. Do not agree immediately. But, needless to say, ultimately agree. Remember, lawyers love a good argument--especially if they think they've won.

3. Tell the kissee's friends or family how much you adore/admire her. Just pray that word ultimately gets back to the kissee--otherwise, you've wasted a lot of time.

4. Flatter the kissee by pretending that you're actually a reluctant flatterer. Example: “I don’t want to embarrass you, but your presentation was really top-notch. Better than most I’ve seen.”

5. Agree with the kissee’s values before agreeing with her opinions. The goal is to convey how you both share the same big picture--that vision thing.

6. Tell people in the kissee’s social network that you really share those values. Again, you are counting on word getting back to the kissee that you are kindred spirits.

7. Finally, hint that you are part of the same circle, such as a religious organization or political party.