Linda is a marketing assistant at SellUThis, a company that sells market research reports via direct mail. Linda has only been with the company six months, but she already hates her job. There are too many administrative duties and not enough opportunities to be creative. But all that may change. Yesterday, Linda heard a rumor that SellUThis' copywriter, Rick, plans to quit in six weeks to travel the world. Inevitably, the company will need a new copywriter, and Linda just happens to love to write.

Luckily for Linda, she also understands the importance partnering when you want to create change but lack direct authority. In Linda's situation, a "give-and-take" strategy would be effective.

Linda doesn't need to convince anyone of the value of teamwork or having a good work relationship. She just has to show Rick why a partnership with her would be practical. To make this strategy work, Linda has to ask herself four questions:
 

•     What do I want?
•     How well do I know the other person?
•     What does the other person want?
•     What do I have to offer?

It's important to know exactly what you want from your partnership. This will help you determine how to approach your potential ally.

You also must consider how well you know the other person. If you are already on good terms, an exchange may be easy. If not, you will need to proceed more carefully.

You must also know what the other person wants. A potential ally may want something tangible, like a software upgrade or a report or something intangible such as time, power, or enhanced image. Figuring this out is an important step in working out your give-and-take strategy.

Once you have determined what the other person wants, you must find a way to fulfill that need. What you offer may be the deciding factor in whether or not your potential ally gives you what you need.

The first element of the give-and-take strategy is determining what you want. It helps to have a precise understanding of this desire. For one thing, the more thoroughly you know what you want, the better you will be able to articulate this need. For another, what you want may determine your approach. The more serious the object of your desire, the more careful you may have to be.

Linda wants Rick to help her learn to write copy for SellUThis brochures. It's a job she knows she can do. All she needs is a little practice and guidance. She wants Rick to give her feedback on some examples.

She also needs to learn this job quickly. When Rick puts in his notice a month from now, the company will begin its search for a copywriter. Linda wants to be trained and to have some good samples to show management when that time comes.

Linda knows exactly what she wants. When she approaches Rick, she will make it clear to him how important it is that she knows how to do the job and has a portfolio to show the manager when Rick puts in his 2-week notice.

The second element in the give-and-take strategy is determining how well you know the person with whom you would like to partner. This is especially important when you lack the authority to ask the person to do something for you.

Linda knows something about Rick from what she has heard, learned from talking to him, and observed. She also has direct experience working with Rick. She knows that he is friendly and a good listener. She has observed that he goes out of his way to help people. Her own experience working with Rick has been positive. Moreover, Rick understands that Linda finds her position limiting and somewhat tedious. He told her he's been there too. He was a data entry clerk once and hated every minute of it.

Once Linda knows what she wants and understands her relationship with Rick, the next step is to find out what Rick wants or needs. If she doesn't already know this, all she has to do is ask since she is already on friendly terms with Rick.

When Linda asks, she discovers that Rick would like more time to plan for his trip. That means avoiding any big copywriting projects which could run into overtime. He also needs to finish the brochure he is working on so he can devote his time to tying up any loose ends before he leaves.

The final element in the partnering strategy of give-and-take is determining what you have to offer your would-be partner. When you lack authority and want change, it is good to have something in store. Despite all appearances, Linda is not coming to the bargaining table empty-handed. In fact, she has something practical to offer Rick in exchange for Rick's help in learning his job.

Since Linda writes well, she could offer to help Rick finish the brochure he's working on and help with any additional projects. This would require Linda to work overtime without pay, but she would be getting the training she desires, and Rick would be lightening his workload.

Because Linda is already a good writer, Rick won't have to devote much time to Linda's training. All she needs are some pointers and to have her work edited. Rick will gain time in this deal because ultimately, Linda will be doing most of his work.

Rick is also gaining an ally and a contact. Someday, he will return from his travels. When that time comes, Rick can count on Linda to aid him in his job search.

The partnering strategy of give-and-take is a key tool for creating change when you lack direct authority. But applying this strategy involves more than just giving and taking. You also need to consider your relationship with the other person and determine your would-be partner's needs.