I was just revisiting Chris Argyris’ classic (and strangely expensive) book from 1990 on Overcoming Organizational Defenses, and rediscovered his list of 12 budget games managers and politicians play when trying to get a project passed through the system. See how many look familiar to your organization or to yourself (be honest):
- Foot in the door
Sell a new program modestly. Conceal its real magnitude. - Hidden ball
Conceal a politically unattractive program within an attractive one. - Divide and conquer
Seek approval of a budget request from more than one supervisor. - Distraction
Base a specific request on the premise that an overall program has been approved when this is not in fact the case. - It’s free
Argue that someone else will pay for the project so the organization might as well approve it. - Razzle-dazzle
Support the request with voluminous data, but arranged in such a way that their significance is not clear. - Delayed buck
Submit the data late, arguing that the budget guidelines required so much detailed calculation that the job could not be done on time. - Our program is priceless
It is difficult to argue against defense or human life. - It can’t be measured
The real benefit is subjective. - Tomorrow and tomorrow
If there are no results today, promise some in the future. - Stretching things
The real skill is not simply to promise something that is difficult to prove; promise something that is impossible to disprove. - Both ends against the middle
Play competing committees against each other.
Let the games begin!
