Roanoke Times
Copyright (c) 1995, Landmark Communications, Inc.
DATE: TUESDAY, September 28, 1993 TAG: 9309240120
SECTION: EXTRA PAGE: 1 EDITION: METRO
SOURCE: MITCHELL SCHNURMAN FORT WORTH STAR-TELEGRAM
DATELINE: LENGTH: Long
But "kissing up" to the boss still works; maybe that's why so many people do it.
In a business world where layoffs are common and promotions are rare, corporate climbers are looking for any edge. Almost intuitively, they know that kissing up can tilt the tables their way.
And now an academic study confirms what most of us realize by the time we're in kindergarten: Teachers' pets usually get the stars.
"Performance is what matters most when you want to get ahead," says Ron Deluga, a psychology professor who recently studied the subject. "But kissing up can make a real difference. People can be rewarded without it, but it won't be easy - and it won't be as often."
After surveying more than 300 supervisors and subordinates in New England, Deluga concluded that flattering bosses, and agreeing with them most of the time, increases your chances of advancement by about 5 percent.
The most effective stroke you can give: praising the boss to her boss.
Next best: complimenting your supervisor on how he handled a tough project or business meeting.
Most career experts don't recommend such tactics, unless you genuinely believe a compliment is due. Even then, they say, you may need grace and subtlety to pull it off, to not appear patronizing.
But even obvious ploys have an effect, at least in the short term, Deluga says. Laughing at the boss's jokes, dressing the way he or she does, echoing the boss's intensity about the workplace - they all help, on some level, to separate the "in" group from the "out" group.
"Even when both sides know it's going on, kissing up still works," says Deluga, who teaches at Bryant College in Smithfield, R.I. "Even executives want to feel good about themselves."
Career experts say they aren't surprised by Deluga's findings. Workers with good people skills - the ones most likely to develop a rapport with supervisors - are also the ones most likely to advance. The study, they say, simply underscores another reality of the workplace: Just doing the job isn't enough.
"Anybody who thinks they can get ahead by just working hard is beyond naive - they're living on another planet," says Fort Worth psychologist Richard Citrin. "Kissing up to the boss, brown-nosing, boot-licking - they're all descriptions of how we interact.
"From my experience in organizations, the people who were willing to kiss up also were willing to take on extra projects. They had more energy and enthusiasm. They took the time to develop relationships with their supervisors and peers. They were plugged in, so of course they moved ahead."
As Citrin sees it, there's nothing wrong with kissing up; in fact, it's one key to getting along.
That doesn't mean offering up endless flattery, he says. That will backfire anyway, alienating peers who may undercut you in the future.
The goal, he says, should be to develop strong interpersonal relationships with supervisors and colleagues. Most supervisors want to talk about their lives, too, so take a genuine interest, says Citrin, who works at the Iatreia Institute for the Healing Arts in Fort Worth.
"People who are artful at brown-nosing are doing it in a larger context - they really care about the organization, or a project or even the boss. And it pays off for them in the long run," he says.
To many people, that's called politicking. And even those who don't practice it still recognize its value. But kissing up, to most, represents crossing the line - practically selling your soul to please the boss.
"What I've seen the most is what I call the `young puppy' syndrome," says Russ Pate, vice president and general manager of Hill and Knowlton in Dallas. "It's when somebody acts like a young puppy, always wagging his tail and eager to please. No matter what the boss says, he nods in agreement.
"It's transparent to anybody whose eyes are open, but I've seen people build their career around it. It gets pretty pathetic, though, when you're 40 years old and you're still a young puppy."
Pate recalls a banker who climbed the ranks at a large institution, in part by endlessly praising his supervisor. But that tactic is never a sure thing.
Colleagues often scorn workers who are blatant about kissing up, locking them out of the corporate grapevine. And managers who are most susceptible to it often get stuck on the corporate ladder, experts say.
The issue can create a dilemma for ambitious subordinates: How do they build a rapport with their supervisor and not cross the line?
One rule: Don't fake it.
Too many people will see through false compliments and, rightfully, end up questioning a person's motives.
But it's not always easy to know what's acceptable at the office and what crosses the line. One person's kiss-up may be another's common courtesy.
How an action is perceived often depends on the company's culture and the supervisor's approach.
Paul Lazzaro, who heads a Fort Worth advertising agency that bears his name, doesn't care for flattery or "yes" men. Too obvious, he says.
Yet he has been impressed when employees clipped news articles that recognized the company, or sent notes of congratulations for winning an industry award. He also was moved by an anniversary gift from a worker.
"Everyone appreciates recognition, no matter what stage they're in," says Lazzaro.
The actions also tell him something about the workers: "I think of business as a game, and to get ahead, you have to know how to play it. I'm always interested in people who've figured that out."
One factor many climbers overlook is the importance of cultivating ties with their colleagues. That usually pays more dividends than kissing up to the boss, says Marilyn Moats Kennedy, who writes and lectures about careers.
"In the end, as you move up the ladder, most people show their leadership qualities with their peers and subordinates, not their supervisors," says Kennedy, who writes the monthly newsletter Career Strategist, in Wilmette, Ill.
Her advice for getting ahead: Focus on achieving things that can be objectively measured, and always deliver what you promise.
Although results still matter most, she also believes that most employees should work on improving their people skills. Start by participating in community groups, trying out leadership techniques.
As you learn to relate to volunteers and motivate them, it will be easy to transfer those skills to the workplace, she says.
But it often takes practice and experience to develop a knack for office politics, and to understand the subtleties.
Consider, for instance, how to deal with a "secret." Sometimes bosses tell workers something they want shared with the rest of the staff, she says. Other times, they don't want it mentioned.
"Not everyone picks up on this magically," Kennedy says. "Don't be afraid to ask for clarification, or to verify what you think you know."
Her suggestion: "Say, `If this a secret, it goes no further. Is that what you had in mind?"'
Knowing how to relate to people is not only a factor in promotions; it can make a difference in getting a job.
Carolyn Ulrickson, who directs the career placement center at Texas Christian University, tells seniors to follow the school's sports teams - even if they're not fans.
Why?
Because corporate recruiters often read about the teams before they come to campus and mention the subject when the interview begins.
"Sports are always a good ice-breaker," says Ulrickson. "You may not give a hoot about how the Horned Frogs did on Saturday, but you don't have to say so. Why start the interview on a negative note?
"That's a dead giveaway about how you deal with people."
by CNB