ISA - Interpersonal Situational Awareness: "ISA - The Ace of Business Management: Strategic Decisions with Situational Awareness"

By: Fernanda Bu-Harb - CEO of BAB Consultoria Brasil - Executive in Business Management with expertise in Business Intelligence, complex negotiations. Fluent in Portuguese, English and Spanish. Author of the books "Developing Business" and "Intelligent Decisions"".

In the business world, conflict is often seen as an obstacle to be avoided. However, an effective leader knows that the real challenge lies not in the conflict itself, but in how it is managed. Interpersonal Situational Awareness (ISA) is an essential skill for transforming challenges into opportunities, maintaining a strategic and assertive position. ISA involves the ability to interpret contexts, understand intentions and respond in a calculated and efficient manner. Leaders who master this skill avoid impulsive reactions and use communication strategies that favor dialogue and problem-solving. ISA and Leadership Development: A Lesson from North American Culture One of the major differences between professional development in North America and Latin America is the way children learn to position themselves from an early age. As a mother of children raised in Canada, I notice how they are encouraged to argue, defend their ideas and communicate objectively from an early age. This approach prepares them to deal with challenging situations without fear, using reason and strategy instead of emotion and confrontation.

On the other hand, many Brazilian leaders reach leadership positions without adequate training in dealing with conflicts. The lack of ISA can lead to hasty decisions, misunderstandings and difficulties in strategic negotiations.

The Need to Relearn: Personally and Professionally, for Team Productivity.

When I immigrated to Canada, I realized that diplomas and professional experience, however relevant they may be, were not enough to guarantee success. The adaptation process involves much more than fluency in the language: it is essential to understand the nuances of interpersonal communication.

In one of the first meetings with my daughter's teacher, I received some unexpected feedback:

"Ms. Fernanda, your daughter is an excellent student, but she is overly polite. Here, she needs to learn to assert herself, defend her ideas and argue intelligently, instead of just agreeing to avoid conflict. She can take a stand and still be welcomed, but above all, she will be respected." "You are Brazilian and she is Canadian. For effective communication, she must get straight to the point, adopting a more objective approach. It is essential that she directs the conversation strategically, leading the other person to recognize that the issue to be resolved is with him, not with her."

This conversation left a deep impression on me.

I realized that professional and social adaptation went far beyond language. I began to encourage my daughter to develop autonomy and assertiveness, interfering less in her school education. I also understood that I myself needed to adopt this mentality in my professional career. Be less Brazilian and more Canadian. Ignore emotions, because they are where prejudice resides, open your ears and eyes more to understand especially what is not being said. Listen without judging, give space to understand, and that disagreement should never be a reason for conflict, but rather to gain knowledge about the other person. And, if there is no "match", life goes on peacefully for both of you. As my daughter says to me: "It's okay if she doesn't like me, Mom. She has the right not to like me. When she wants to talk to clarify something, I'm here." Today, I see in my children a high level of emotional intelligence, but above all, situational intelligence, to deal with any situation, positioning themselves clearly and respectfully from an early age and standing their ground. Culturally, they are trained to be diplomatic people and, for them, there are no conflicts that cannot be resolved. On the contrary, for them, there are no conflicts, but rather issues that need to be clarified in order to establish limits both for themselves and for others. This represents a great opportunity for both parties to be heard and, therefore, respected in their individuality. In Canada, adults are prohibited from calling out children who are not their own; they must address them directly to their parents. Otherwise, children are prepared to respond assertively and respectfully, or even to report that adult. Growing up in this environment, they develop essential skills from an early age to lead, position themselves and resolve conflicts in a lucid and effective manner.

ISA as a Competitive Advantage in the Corporate World

The ability to perceive subtleties and adapt communication is a crucial competitive advantage. Companies expect leaders to be able to mediate conflicts without turning disagreements into personal battles. In my organizational restructuring projects, this is one of the essential skills I seek in professionals for promotion to leadership positions.

In the globalized market, it is not enough to have technical knowledge. It is necessary to develop situational intelligence to respond strategically to challenges and transform crises into opportunities.

In the context of ISA (Interpersonal Situational Awareness), as discussed in Sam Horn's book Talking on Eggshells, conflict is not a clash, but rather an opportunity for understanding. ISA teaches that instead of viewing conflict as a problem or confrontation, we should view it as a point of divergence that can be resolved through strategic communication and clarity of intent.

The book emphasizes that by reframing the way we perceive and deal with conflict, we can transform difficult interactions into productive dialogues. This involves addressing the issue objectively and leading the other person to see the need for resolution on their own, rather than assuming a defensive or accusatory stance.

The Importance of ISA in Intercultural Communication and in the Corporate Environment

When you travel to study a language, you will participate in interactions at school, college and in society. However, when you establish yourself as a resident in a new country, the focus of educational institutions is not only on attending classes offered by the government to learn the language and speak like a native, but mainly on behaving like one. The main objective is to relearn how to think, react, listen and position yourself like the locals, avoiding impulsive reactions and pre-judgments in the face of the diversity present in the country. In this way, your posture will allow the other person to perceive, even without words, the unspoken messages.

This perspective is supported by studies on nonverbal communication and its influence on intercultural interactions. Anthropologist Ray Birdwhistell highlighted that nonverbal communication, including facial expressions, gestures and postures, plays a crucial role in transmitting social meanings, often going beyond words. He estimated that only 30% to 35% of the social meaning of a conversation is conveyed verbally, highlighting the importance of body language in effective communication.

In addition, research indicates that nonverbal communication is vital for the social, cultural, and educational integration of immigrants. Cultural differences in body language may initially pose challenges, but by understanding and adapting to these nuances, immigrants can facilitate their integration and establish more harmonious interpersonal relationships.

From a corporate perspective, the other person does not need to think or have the same beliefs as me for me to respect them. Respecting differences in thinking and values ​​is essential for harmonious coexistence in the workplace. When this perception is absent, a lack of Interpersonal Situational Awareness (ISA) can arise, generating misunderstandings and conflicts.

Example of conflict in the workplace due to lack of ISA:

In a multinational company, a team leader who came from a more direct and assertive cultural background came into conflict with an employee from a more reserved culture. When the leader realized that the employee was not responding as incisively to his instructions, he interpreted it as a lack of commitment, which generated frustration and tension. The employee, in turn, felt uncomfortable with the leader's direct approach and began to distance himself, damaging communication within the team.

This conflict occurred due to a lack of ISA, since the leader did not perceive the cultural differences in communication and did not adjust his approach. In addition, the employee did not have the clarity to express his own needs and expectations. When leadership does not have ISA to recognize differences and adapt its behavior, and employees do not know how to position their concerns assertively, the work environment becomes toxic and productivity is compromised.

By applying ISA, leadership could have recognized the need to adjust its communication style, creating a space for employees to express themselves without feeling pressured or disrespected. Respectful communication adapted to the diversity of interaction styles would help resolve the conflict and strengthen the relationship between leader and employee, creating a more collaborative and productive environment.

Therefore, by adopting a conscious stance aligned with local cultural norms, you not only improve your communication, but also demonstrate respect and understanding for the new culture, facilitating your adaptation and integration into society and the corporate environment.