TIP: Helpful footwork in difficult conversations.

Posted by Hailey Heimbach on Wednesday, December 3, 2025

TIP: Helpful footwork in difficult conversations.

Before you start a conversation of consequence think about your footwork. Yes, footwork! Leigh Thompson, a professor of management and organizations at Kellogg School of Management, says it's best to lead with your “relational foot”.

If you are about to have a challenging conversation (or negotiation), whether with a team member, a customer, a potential customer/client, you don’t want to get off on the wrong foot by leaping into the facts without first acknowledging the importance of the relationship. Thompson in a Kellogg Insight interview provides some good examples of how to lead with your relational foot.

Here's one she offers when starting a challenging conversation with a business partner:

“It’s really good practice to learn how to say, 'Look, my goal here, Laura, is to keep this great relationship that we have, but we have a business matter to discuss today. And with your permission, can we jump into it?’”

Here is an example, this time with an underperforming employee:

“’Mike, you’re instrumental to this company. I believe in you. And I want to look forward through the windshield, not the rearview mirror. I think we can address this, but I need to know what your motivation is.’”

You can see how using your relational foot can make for a more successful conversation.

SHEPA LEARNING COMPANY WEEKLY POSITIVE NETWORKING® TIP​
​No. 1143, December 3, 2025​
​By Gayle Hallgren and Judy Thomson

Categories: General

Tagged: General, Information, Chamber, Tips and Tricks