Notes

People who operate according to Model I define in their own terms the purpose of the situation in which they find themselves. They suppress their own and others’ feelings and emphasise the intellectual and deemphasise the emotional aspects of problems. They use unilateral behavioral strategies such as advocating a position and simultaneously controlling others to win that position. They control the tasks to be done and secretly decide how much to tell people and how much is to be distorted, usually to save somebody’s face. In one company, line managers were concerned that the finance people were getting close to the CEO and increasing their power.
When the two sides met to discuss the problem, they brought up only superficial issues. For example, the line managers focused on the frustrations connected with filling out so many forms, the inability to get financial results quickly enough and being loaded with information that they did not need. The finance people responded that the forms were complex because the banks demanded the information. In short, the parties withheld information that was potentially threatening to themselves or to others.