A study by the authors of the New York Times bestseller Crucial Conversations showed that employees with poor people skills pay a “jerk tax” when being considered for promotion. The online poll, which analyzed 1,650 promotions, debunked the common misconception that jerky behavior is necessary to get ahead in business. The study collected responses via an online survey from 550 book readers in September of 2010 and according to its results, 92% said having poor interpersonal skills hinders advancement in their organization.



Joseph Grenny, co-author of Crucial Conversations, says riding roughshod over others does not increase one’s chances of promotion–in fact, it’s inhibiting. “Too many employees suffer under the misconception that they have to be a jerk to generate the results necessary for workplace advancement. However, those most likely to be promoted excel not only in adding value but also in their interpersonal competencies,” Grenny said.

According to respondents, those most likely to advance in the workplace have strong interpersonal skills, are strong contributors and care a great deal about their organization. The research also reveals that the combination of strong interpersonal skills and strong results are by far the best predictor of whether an employee will be respected as a leader after the promotion.

Grenny advises employees interested in climbing the corporate ladder to learn how to generate results without generating contempt by developing their ability to communicate candidly and effectively with co-workers. He offers four tips for navigating crucial conversations to generate results while improving relationships.

4 Tips to Climb The Corporate Ladder