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Video: A Manipulative Insincerity Story

Manipulative Insincerity is the worst of the quadrants in our Radical Candor 2×2 because you don’t Challenge Directly or show you Care Personally. Unfortunately, when you or those around you behave with Manipulative Insincerity, it’s often reciprocated and difficult to break out of.

We shared a story from Joe Dunn last year about Obnoxious Aggression. Now here’s a continuation of that story, when Joe found himself in a meeting surrounded by Manipulative Insincerity.

 

Have you experienced something like this? Share your story with us!

Video: Kim’s Manipulative Insincerity Story

Remember that the labels that we use for the Radical Candor framework (Radical Candor, Ruinous Empathy, Obnoxious Aggression, Manipulative Insincerity) are not labels for people. They’re ways to describe specific interactions, to help make Radical Candor easier. By sharing stories that show how these types of behaviors come about, we hope to remind you that we all make mistakes and help you learn from ours.

Last month we shared a story from Kim about Obnoxious Aggression, and as you know if you’ve been following our stories, realizing that you’ve been Obnoxiously Aggressive often leads to Manipulative Insincerity. In this video, Kim tells her story of making this shift:

 

Have you found yourself in a similar situation? We’d love to hear your stories!

Video: A Journey to Manipulative Insincerity

We’ve shared a couple of stories from Russ, telling about a time he was Ruinously Empathetic with his feedback, and then how he shifted to Obnoxious Aggression. What happened next is a common path; his Obnoxious Aggression led to Manipulative Insincerity. You may remember it from Stephanie Usry’s story a couple of weeks ago.

Watch this video to see Russ’s full journey through each of these areas of the Radical Candor 2×2:

 

It’s easy to see how we could all experience similar situations and fail to Care Personally or Challenge Directly. Can you relate? Remembering stories like this can help spur you to Challenge Directly and show you Care Personally in these types of situations in the future.

Share your stories with us, too!

Video: From Obnoxious Aggression to Manipulative Insincerity

Most of us don’t consider ourselves to be jerks or rude people. So if we discover that we’ve been Obnoxiously Aggressive, we’re chagrined! Unfortunately, the natural tendency then is to back off the Direct Challenge. Obnoxious Aggression turns into Manipulative Insincerity.

In our latest video, Candor Trainer Stephanie Usry tells her stories about following this journey.

 

Next time you find yourself being Obnoxiously Aggressive, remember this story. Instead of backing off your Direct Challenge, push yourself higher on the Care Personally axis. This will help you move in the right direction, towards Radical Candor.

We hope that by sharing stories like Stephanie’s we can help you feel less alone in these challenges and help you avoid making these same mistakes. We’d love to hear your stories, too! Reach out in the comments below, or send us a note.

Fighting Bloviating BS with Radical Candor

Radical Candor can be applied not just in feedback conversations, but in all interactions. Think for example about Radical Candor during meetings, brainstorming, public relations, etc. Each of these types of communications have their own unique challenges related to Radical Candor. For example, here’s a tricky situation sent to us by a reader:

As an entrepreneur, pre-funding, having invested a great deal of life-savings into our young business, putting it all on the line to pursue my dream, I am immersed in three types of conversations in which radical candor is particularly challenging:

1) As I complete my funding presentation and begin to meet potential investors & make a case for why they should support us;

2) Simultaneously, reaching out to potential key members of a senior team, seeking an agreement to come on board when funding is secured;

3) At the same time, continuing to encourage current fans to spread the word about our games and tell others to buy them.

Conventional entrepreneurial wisdom is all about “faking it ’til you make it”, which is really just a euphemism for lying. I’m not talking about outright financial misrepresentations or the like, even though most advice about that is given with a wink and a nudge. It’s more a matter of how you frame things – “selling the dream”.

I am determined to make this triple-bottom line company work without sacrificing moral integrity.

The challenge is, potential investors & potential team-members (I’m talking to industry veterans who have been “around the block”) actually expect entrepreneurs to lie, exaggerate & gild the lily, so, if you start w the truth, you start w a big disadvantage.

How best to deal with that?

And, wrt one’s public face, how to keep fans close & the media happy without pretending one is rolling in profits and fighting off Google & Apple at every turn?

— David Galiel, Founder and CEO, Elbowfish

David,

Thank you for a GREAT question. One of the most depressing things about our world is that, all too often, bloviating BS (as I call what you describe) really does work, even when everyone knows it’s nonsense. As Harry Frankfurt wrote in his fantastic essay On Bullshit,

“One of the most salient features of our culture is that there is so much bullshit. Everyone knows this. Each of us contributes his share. But we tend to take the situation for granted. Most people are rather confident of their ability to recognize bullshit and to avoid being taken in by it. So the phenomenon has not aroused much deliberate concern, or attracted much sustained inquiry. In consequence, we have no clear understanding of what bullshit is, why there is so much of it, or what functions it serves…The realms of advertising and of public relations, and the nowadays closely related realm of politics, are replete with instances of bullshit so unmitigated that they can serve among the most indisputable and classic paradigms of the concept.”

In his effort to provide a “theory” of BS, Frankfurt distinguishes it from a lie. He says the essence of BS is that it is: “unconnected to a concern with the truth.” BS exhibits a kind of mindlessness, a disconnection from reality, that is in many ways even more insidious than a lie.

The problem with BS, according to Frankfurt, is that it:

“offers a description of a certain state of affairs without genuinely submitting to the constraints which the endeavor to provide an accurate representation of reality imposes. [The] fault is not that [it] fails to get things right, but that [it] is not even trying.”

Unfortunately, bloviating BS works especially well in a “hot” market where it’s less likely to get challenged.

Bloviating BS is a particular type of Manipulative Insincerity.

bloviating-bs-manipulative-insincerity

“BS” is way on the wrong end of the “challenge directly” axis. It’s not a just about hiding what one thinks or even actually lying about what one thinks, it’s totally unconcerned with what the best answer might be. In the worst cases it simply ignores objective reality.

The fact it’s “bloviating” both worsens its value on the “challenge directly” axis and means it’s way on the wrong end of the “care personally” axis. The people spouting it are more focused on making themselves look good rather than caring personally about the person/people they’re talking to.

In extreme cases, the bloviator is preying on the emotions of the person/people they’re talking to. Bloviating entrepreneurs, for example, are usually preying on greed and the fear of missing out. At its best, bloviating BS (like all cases of Manipulative Insincerity) is harmless. At its worst, it can be very dangerous.

You don’t need bloviating BS.

The good news is that Radical Candor works better than bloviating BS in the long run, even though the long run can seem a long time coming sometimes.

L.J. Rittenhouse, CEO of Rittenhouse Rankings, is the inventor of Candor Analytics. Her financial linguistic research over the past 15 years shows that companies led by CEOs who ranked highest in Candor, significantly outperformed the market and also those ranked lowest in Candor. Her book Investing Between the Lines (McGraw-Hill 2013) was endorsed by Warren Buffett, and it describes the methodology used to score key words, phrases and concepts and identify positive and negative value indicators. A total Candor score reveals the amount of truth and BS in executive communications. Her research is so solid she’s in discussions to create the first ever Candor Investment Fund. It will find companies with leaders who are more candid, more trustworthy and achieve better overall performance.

It can be scary to try Radical Candor when it feels like you’re swimming in a sea of exaggerated nonsense. However, I’ve found that in hiring some truly amazing people, in raising money from shrewd Venture Capitalists for two start ups, and even once working with Seth MacFarlane in Hollywood, Radical Candor won the day. Here are three tips for navigating:

Call BS

If you suspect the last ten people have claimed a market is $10 billion and you believe it to be $100 million, say so. Announce your intention to play a different game.

Be generous with information

Establish your credibility by sharing information the person you’re speaking to may not know. Use this credibility to focus on facts and a quest for the truth than a big story.

Establish a shared human connection

Don’t prey on the insecurities and weakness of the people you’re meeting with. Show that you understand what they care about, and prove that you care about it too — if you really do. Appeal to their better instincts, and don’t be afraid to show your own.

 

Hopefully these tips are helpful and inspire you to stick to your instinct for Radical Candor. Readers, if you have additional tips for David, please share them in the comments!

Tips to Avoid Manipulatively Insincere Criticism

If you think you’ve given criticism that was Manipulatively Insincere, check out these tips for moving towards Radical Candor!

Criticize kindly and clearly

Just say what you really think. It’s not mean if it’s clear enough. If others have rated your criticism as Manipulatively Insincere, you’re not showing you care or challenging them directly enough. It’s hard to break free from the “if you don’t have anything nice to say don’t say it at all” advice that was pounded into your head since you learned to talk. But now it’s not just your job to say it — it’s your moral obligation.

Don’t triangulate

If you have criticism for somebody, it’s helpful to tell the person directly, but really unhelpful to talk about the problem with others.

People almost always know what you think even if you don’t say it

When you are thinking one thing and saying another, it’s not kind, it’s confusing, and it erodes trust.

Unspoken criticism doesn’t age well

It sours over time. Remember that ex who’d bring up small things you did wrong six months ago? You don’t want to be THAT person.

Just say it, in person

It can feel risky to tell somebody what you think right to their face. But, saying in person “I think this is screwed up, and here are some ideas for how to fix it” is FAR safer than saying nothing and thinking, “you’re screwed up.” Be humble (“I think”) and focus on specifics, not attributes (“this,” not “you”), and be ready with ideas to help. Then, it’s not so risky.

Don’t “back-stab!”

Criticizing a person behind their back is much the same thing as using a bullhorn and doing it publicly, only worse. It’ll get back to them, and it will earn you the reputation for back-stabbing.

Focus on specifics not attributes

When people screw up, it doesn’t mean they are morons. It just means they screwed up. But when you think, “What a moron,” you are falling prey to the fundamental attribution error. If you are very clear about what went wrong, you’re more likely to be able to verbalize what’s bothering you in a way that is kind.

Praise And Manipulative Insincerity

Praise & Manipulative Insincerity

Manipulatively Insincere praise is given not because it is genuine, but for another motive or agenda.

Here’s a story about how realizing you have been Obnoxiously Aggressive can lead to a worse place, Manipulative Insincerity — a not uncommon path.

A couple months after joining Google, Kim had a disagreement with Larry Page about his approach to an AdSense policy and wrote an openly critical and arrogant email (watch the video here).

Kim still didn’t understand why her assessment of Larry’s new policy was wrong. But she let fear drive her behavior. The next time she saw Larry, she stopped him and apologized, then offered him some praise that she didn’t really mean: she said she knew he was right (even though she didn’t). Apologizing was reasonable, but insincerity was exactly the wrong move. Larry had a finely tuned BS meter, and Kim isn’t a very good liar. He glared at her. A colleague standing nearby smiled in sympathetic solidarity as Larry walked away and muttered, “He likes it better when you disagree with him.”

Fear drove Kim to say something she didn’t really believe, in the hopes of gaining approval. Just remember that being under pressure can make anyone act like a jerk. And when one is called out for being a jerk, it’s an all too natural instinct to become less genuine and more political — to move from Obnoxious Aggression to a worse place, Manipulative Insincerity.

More about this story and others is included in “Radical Candor: Be a Kickass Boss Without Losing Your Humanity,” published by St. Martin’s Press. Learn more

Tips to Avoid Manipulatively Insincere Praise

If you think you’ve given praise that was Manipulatively Insincere, check out these tips for moving towards Radical Candor!

Praise specifically and sincerely

The more vague your praise is the less genuine it feels. If somebody has rated your praise as Manipulatively Insincere, you’re not showing you care or challenging them directly enough. Try saying “I like the way you ___” It’s hard to be non-specific after that opening. And when you’re precise about something you admire and why, your sincerity will shine through. If you try to sound sincere without the specifics, you’re likely to sound fake.

The more specific you are, the more helpful your praise is

Your praise is helpful because you’ve explained exactly what’s good and why; also, your sincerity shows through naturally.

It’s arrogant to think that people don’t sense what you really think

Offering praise that you don’t really mean will backfire. Try being more aware of the discrepancy between what you are saying and what you are thinking, and figuring out a productive way to say what you are really thinking.

Nobody likes a “shit sandwich”

Offer praise right away and only when something has genuinely impressed you; don’t save it up and then use it just to soften the blow of criticism.

Praise in person so you can notice if the person seems skeptical that you mean it

If so, offer more specific details about what was good and why it matters, and your sincerity will show through naturally.

Make sure your private statements don’t contradict what you say in public

Any discrepancies will come back to bite you!

Flattery will get you nowhere

Telling somebody “you are a genius,” is problematic for the same reason saying “you are a moron” is: it personalizes. Besides, people see through it.

Criticism & Manipulative Insincerity

When you don’t Care Personally or Challenge Directly, criticism is Manipulatively Insincere.

Here’s an extreme example. We know you’d never be as bad as the villain in this story, Billy, but we offer it to you as a cautionary tale.

Kim once gave a pitch to a venture capitalist — let’s call him Billy — that went horribly wrong. She only got through about half her presentation because Billy asked about a competitor that Kim had never heard of before. She became so flummoxed that she was totally incoherent for much of the presentation.

The next day, Billy called Kim up and said how much he’d enjoyed the meeting.

“Really?” Kim blurted out. “I thought it was the worst pitch I ever gave!”

“Oh, you’re much too hard on yourself!” exclaimed Billy, who proceeded to tell Kim how impressed he was and dismissed her ignorance of a major new competitor as totally unimportant.

Kim was completely confused. Was her understanding of what made a good pitch so off? Was she just suffering an irrational crisis of confidence? Had she actually done as well as Billy said?

Then, Billy went on to say how impressed he was by Kim’s background. He mentioned a company where she once worked. “Did you happen to know X there? Would you mind introducing me to him?”

Now Kim understood! Billy didn’t really think her pitch had gone well. He just wanted an introduction to X. Using guidance as a means to accomplish your own agenda is Manipulatively Insincere.

More about this story and others is included in “Radical Candor: Be a Kickass Boss Without Losing Your Humanity,” published by St. Martin’s Press. Learn more

Video: You Have Spinach in Your Teeth

If you’re already familiar with the Radical Candor framework, you know that we’ve labeled the axes “Challenge Directly” and “Care Personally”. Radically Candid praise and criticism is high on both of those axes. We also sometimes call them the “Willing to piss people off” and “Give a damn” axes. To really understand how this plays out in each of the quadrants, it‘s helpful to walk through a real-life scenario.

Let’s imagine you have spinach in your teeth.

How would people tell you?

With Radical Candor, they would pull you aside and tell you quietly and kindly. You would learn that you had spinach in your teeth and be able to fix the problem, and you would feel minimal embarrassment.

With Obnoxious Aggression, they would call you out loudly in front of everyone. You would learn that you had spinach in your teeth and be able to fix the problem, but you would feel pretty embarrassed.

With Ruinous Empathy, they would be too reluctant to tell you because they might make you feel embarrassed and it would be awkward for both of you. You wouldn’t learn about the spinach in your teeth until much later, maybe after many more people had noticed it.

With Manipulative Insincerity, they wouldn’t tell you, but would talk about it with others to make themselves look “cool”. You wouldn’t learn about the spinach in your teeth until much later, and even more people would know about it.

Watch our Co-Founder and COO Russ act out these scenarios in this video from Zendesk Relate Live Ascend:

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