1. THE MANAGEMENT OF AGREEMENTParag Harolikar

2. Introduction Feature Presentation Abilene Paradox Parameters Conclusions SRM Consultech PROPRIETARY 2 3. Oxford dictionary: A paradox is a statement thatseems self-contradictory, but is, in fact, true! SRM Consultech PROPRIETARY 3 4. MISMANAGED AGREEMENT Failure to do what is needed to ensure people are in agreement for the right reasons. SRM Consultech PROPRIETARY 4 5. Source: www.socialpsychology.org SRM Consultech PROPRIETARY 5 6. The Abilene Paradox Demystified Tendency of a group to embark on an activity that no group member wants Actions that contradict the true desires Defeat the very purpose one is trying to achieve Compound the problem rather than solving it Organizational dysfunction via agreement, not conflict SRM Consultech PROPRIETARY6 7. FEATURE PRESENTATION 8. Symptoms Of The Abilene Paradox Individual & private agreement about thenature of the situation facing the org Individual & private agreement about howto cope with the situation Failure to accurately communicate truedesires SRM Consultech PROPRIETARY 8 9. Symptoms Of The Abilene Paradox Collective decisions that are contrary towhat they really want to do Frustration, irritation and dissatisfactionwith the org Cycle continues until broken SRM Consultech PROPRIETARY 9 10. Reasons For The Abilene Paradox Action Anxiety Negative Fantasies Real Risk Fear Of Separation Reversal of Risk & Certainty SRM Consultech PROPRIETARY 10 11. Critical Observations Ideas come from any source Admitting mistakes SRM Consultech PROPRIETARY 11 12. Source: Unknown SRM Consultech PROPRIETARY 12 13. How To Bypass Abilene Understand, and be ever aware of the AbileneParadox Express ones true beliefs clearly and honestly Be realistic vis--vis action anxiety, negative fantasies, real risks, separation anxiety Remember the paradox within the paradox SRM Consultech PROPRIETARY 13 14. Clear & Honest Communication Mitigated speech: Attempt to downplay or sugarcoat the real meaning Transmitter orientation: It is the speakers responsibility to communicate unambiguously Receiver orientation: The listener has to make sense of what is being said Source: Outliers: The Story of Success, Gladwell Malcolm, pp 194-195 SRM Consultech PROPRIETARY14 15. The Situation Weather radar shows an area of heavy precipitation 25 miles ahead Pilot is maintaining present course Thunderstorms are reported in the area and you encounter mild turbulence You have to ensure that the aircraft will not penetrate this areaSource: Outliers: The Story of Success, Gladwell Malcolm, pp 194-195 SRM Consultech PROPRIETARY15 16. 1. Command Turn thirty degrees right.Source: Outliers: The Story of Success, Gladwell Malcolm, pp 194-195 SRM Consultech PROPRIETARY16 17. 2. Crew Obligation Statement I think we need to deviate right about now.Source: Outliers: The Story of Success, Gladwell Malcolm, pp 194-195 SRM Consultech PROPRIETARY17 18. 3. Crew Suggestion Lets go around the weather.Source: Outliers: The Story of Success, Gladwell Malcolm, pp 194-195 SRM Consultech PROPRIETARY18 19. 4. Query Which direction would you like to deviate?Source: Outliers: The Story of Success, Gladwell Malcolm, pp 194-195 SRM Consultech PROPRIETARY19 20. 5. Preference I think it would be wise to turn left or right.Source: Outliers: The Story of Success, Gladwell Malcolm, pp 194-195 SRM Consultech PROPRIETARY20 21. 6. Hint The return at 25 miles looks mean.Source: Outliers: The Story of Success, Gladwell Malcolm, pp 194-195 SRM Consultech PROPRIETARY21 22. Conclusion Unanimous Agreement = be on your guard! Pay attention to the reputable nay-sayer Executive sponsors be careful not to get emotionallyattached to your products or ideas Allow your organization members to experiment andmake mistakes Admit your mistakes and forgive those of others SRM Consultech PROPRIETARY 22 23. SRM Consultech PROPRIETARY PAH 23