CAREERS NOW
For release 12/10/06

 

NEW BOOK EXPLAINS
WHY SMART PEOPLE FAIL
By Joyce Lain Kennedy
Tribune Media Services

DEAR JOYCE: A friend, a woman who is incredibly bright, well read, talented and articulate, has had a bad run of luck lately in the workplace and job market, meeting failure at every turn. Her career disappointments had been hard to understand because she is so talented and correct on many issues. Partly to show my support for her adversities and partly because I really like her, I recently took my friend for a pricey lunch as a kind of cheer-up treat. Our patio table overlooked a parking lot.

My friend liked the restaurant but as we were seated, immediately commented: "If I owned a restaurant I wouldn’t put the patio tables where the view is a parking lot." Her judgment didn’t bother me – I agreed with it – but in that instant I realized why she is having so much difficulty getting hired: her reputation for a critical mindset scares off employers. She doesn’t seem to understand how to self-censor. If she were dumb, I would understand but she’s one of the smartest people I know. Any suggestions on how to help without offending her? – P.J.

MISSING LINKS. I think we all have friends who seem destined for great things but somehow keep turning out as near-misses. And we do feel powerless to help. So here’s my suggestion: Give her the gift of a new leadership book, "So Smart, But: How Intelligent People Lose Credibility – and How They Can Get it Back," by Allen N. Weiner, PhD. (Jossey-Bass; $24.95 cloth.)

The book’s author describes the work as a cure for but-heads at work:

"The workplace is aglow with people with really great heads – creative, strategic and brilliant – but they are weighted down by a fatal flaw. He or she is so smart, but – is not a people person, lacks executive presence, can’t communicate, just doesn’t get it, is a know-it-all, can’t tailor the message to the audience, lacks energy and drive – and the list goes on."

Dr. Weiner, managing director of Communication Development Associates (cdaconsulting.com) in Woodland Hills, Calif., has been advising senior management on communications improvement for 30 years.

KNOW IT ALL. In one particularly instructive chapter, Dr. Weiner relays coworker comments about overbearing but-heads whose missing parts lead to negative perceptions of character:

"Needs to be less full of herself" (arrogant). "Needs to treat us as equals" (condescending). "Needs to top multitasking" (terrible listener), "Needs to open his mind to other possibilities" (closed-minded). "Needs to get real; comes across as totally artificial’ (slick).

Among the cures for sounding smart but arrogant and condescending, language choice plays a central role, including what social scientists call "opinionated language."

OPINIONATED LANGUAGE. Language expectancy theory holds that people develop social norms about language in a given situation. If communicators violate the norm, the listener will not be receptive and will perceive the speaker to be a prancing pony.

"When a speaker uses opinionated language, he communicates not only his attitude about the topic but also his attitude about those who agree or disagree with him, "says Dr. Weiner and gives an example of sitting with coworkers at a restaurant table at lunch:

"Suppose you say, ‘I think it makes sense to spin off that piece of the business.’ Stated that way, it’s simply your opinion. But if you say, ‘Only someone who doesn’t know the business would argue against spinning it off,’ you’re using opinionated language, and you come across as arrogant."

FILLING IN BLANKS. Coming to the aid of friends who are so smart but seemingly can’t stop themselves from self-destructing is infinitely easier on you when a professional consultant explains to them how to stop digging the hole they’re in.

But suppose that after unwrapping your gift and reading the book’s title, your friend frowns and shoots you a questioning look, implying "How dare you tell me I’m not perfect!" No problem. Smile and say: "Oh, I learned so much from this book that I’m giving copies to all of my really good friends."

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E-mail career questions for possible use in this column to Joyce Lain Kennedy at jlk@sunfeatures.com; use Reader Question@ for subject line. Or mail her at Box 368, Cardiff, CA 92007.

2006 Tribune Media Services, Inc.