Questions and Answers
What was the challenge set to the financial managers in the workshop?
Persuade a high-net-worth person to leave a competitor and sign on with their company
The financial managers in the workshop knew their company's mission statement.
False
Why did the workshop facilitator provoke the financial managers into arguing with him?
To demonstrate how quickly they went into defensive and argumentative mode
The financial managers in the workshop were able to convincingly persuade the facilitator to switch to their company.
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What was the name of the philosopher quoted at the beginning of the passage?
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What happens when you take the bait in a challenging situation?
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Remaining quiet and calm when baited is a sign of weakness
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What is the goal of adopting the principle of doing what is fair and reasonable?
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Baiting is a rare occurrence in the workplace
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What is the likely outcome when you remain calm and centered in response to baiting?
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What did the senior managing director say to the audience during the debriefing session?
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Baiting is always innocent and harmless.
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What did General Colin Powell say in response to the question about his wife's depression?
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Edmund Muskie's presidential hopes were not affected by his reaction to a question about his wife's mental problems.
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Study Notes
The Art of Not Taking the Bait
- The concept of "taking the bait" refers to reacting impulsively to provocative comments or situations, leading to defensive and argumentative behavior.
- In a workshop, the author challenged a group of financial managers to persuade a high-net-worth client to switch to their company, but instead, they demonstrated how easily they could be baited into a defensive response.
Understanding Baiting
- Baiting can take various forms, including teasing, sexual innuendo, or deliberate provocation, with the goal of eliciting a reaction.
- When someone is baited, they may feel the need to react to regain control, but this can lead to a loss of respect and self-respect.
Not Taking the Bait: Colin Powell's Example
- During a Q&A session, Colin Powell was asked an inappropriate question about his wife's depression, but he refused to take the bait, instead responding calmly and with empathy.
- By not taking the bait, Powell demonstrated leadership and earned respect.
Key Principles
- Practice identifying what is fair and reasonable, and let that guide your actions.
- When baited, remain calm, quiet, and pleasant, and avoid reacting impulsively.
- Respond to baiting by asking what the other person wants you to do going forward, and whether their request is fair and reasonable.
Taking Action
- Identify situations and people that are likely to bait you.
- Adopt the principle of doing what is fair and reasonable as your guide.
- Remain calm and quiet when baited, and avoid reacting impulsively.
- Practice responding to baiting with empathy and a focus on finding a reasonable solution.
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