Most of us have worked for a leader who says all the right things. “I empower you.” “This is your call.” “You own this decision.” The words are generous and sincere, and they reflect values the leader genuinely holds.
Then the decision gets made, and it turns out it was never really yours. The recommendation is reworked, the meeting ends with the leader’s preferred option, or the “final” call is quietly revisited a week later. Over time, people learn that the words describe the leader’s intentions while the actions describe how the organization actually works.
This post is about that gap between what a leader says and what a leader does, and about how leaders, their teams, and their organizations can close it. The good news is that the gap is rarely a sign of bad intent. It is usually a blind spot, and the right structures, conversations, and habits can address it.
The say-do gap
Organizational scholars have a name for the alignment between a manager’s words and deeds: behavioral integrity (Simons, 2002). When it is high, people take a leader’s statements at face value. When it is low, people start translating, listening less to what is said and watching more closely for what will actually happen.
The leader I have in mind often sincerely believes they are delegating. They may describe themselves as collaborative, hands-off, even overly trusting. When someone on the team gently names a different pattern, the leader disagrees honestly because their self-image is built on their intentions rather than how their behavior lands.
Unaware or narcissistic?
It is tempting to reach for the label “narcissist” when a leader cannot see what everyone around them sees. I would resist that, for two reasons. Narcissistic personality is a clinical and research construct, and most of us are not in a position to diagnose a colleague. More importantly, the label closes the conversation; it frames the problem as fixed rather than as something that can change.
That said, the research on narcissistic leadership is useful because it describes a spectrum of behaviors that many leaders show to some degree (Maccoby, 2000; Rosenthal & Pittinsky, 2006). These include a strong need to be seen as right, sensitivity to disagreement, and a tendency to equate the organization’s success with one’s own vision. Most leaders who struggle with control sit far from the extreme end of that spectrum.
A practical way to tell the difference is to watch what happens when the leader receives clear, specific, well-timed feedback.
- The unaware leader may be defensive at first, but they become curious. Given evidence and some time, they start to notice the pattern themselves.
- The more self-protective leader consistently reframes the feedback as the other person’s problem, and the pattern does not change even when the evidence is clear.
The first leader needs better mirrors. The second needs firmer structures. Most organizations will benefit from providing both.
What the gap does to trust
Trust rests on three things people perceive in a leader: ability, benevolence, and integrity (Mayer et al., 1995). The leader I am describing usually scores well on the first two. People believe they are capable and that they care. The erosion happens with integrity: each time “you own this” means “I own this,” the leader’s words lose a little value.
The effects ripple outward in predictable ways:
- People stop investing in decisions they are told they own. Why spend weeks building a recommendation only to have it rewritten?
- Accountability becomes blurry. If a decision goes poorly, the person who “owned” it may be held responsible for a choice they did not actually make.
- Direction gets discounted. When the leader announces a plan, people wait to see whether it will hold before committing.
- Upward communication thins. People share what the leader wants to hear and save candor for the hallway.
None of this requires anyone to act in bad faith. It is simply how reasonable people adapt to mixed signals, and it is why closing the gap matters for the whole organization, not just the leader’s direct reports.
Where the ideas go
Research on employee voice shows that people decide whether to speak up less on formal open-door policies and more on what they have seen happen to others who spoke (Detert & Burris, 2007). If past suggestions were politely received and then set aside, people conclude that speaking up is not worth the effort. Morrison and Milliken (2000) call the collective result “organizational silence.”
Silence is costly precisely because it is invisible. The leader doesn’t see the idea never offered, the risk never raised, or the better process someone kept to themselves. From the leader’s chair, meetings may even feel more harmonious, reinforcing the belief that everyone is aligned.
The ideas do not disappear. They move into side conversations, workarounds, or other organizations when talented people leave. The people most likely to go quiet are often those with the least positional power or those who already feel on the margins, which makes this an inclusion issue as much as a leadership one.
Becoming more self-aware
Tasha Eurich’s research found that most people believe they are self-aware, while only a small fraction actually are (Eurich, 2017, 2018). She distinguishes internal self-awareness (knowing our own values and reactions) from external self-awareness (knowing how others experience us). Leaders who struggle with the say-do gap usually have plenty of the first and too little of the second.
Some practices that help:
- Audit decisions, not intentions. Look back at the last ten significant decisions. For each, ask who proposed it, who shaped it, and whose version was adopted. The pattern in the data is far more persuasive than any feedback.
- Ask “what” rather than “why.” Eurich found that asking “Why did I do that?” tends to produce self-justifying stories. Asking “What was happening when I stepped in?” produces insight.
- Notice the trigger moments. Control often reappears under specific conditions: high stakes, time pressure, visibility to senior leaders, or a topic the leader cares deeply about. Naming those moments makes them easier to manage.
- Practice humble inquiry. Schein (2013) describes asking questions you don’t already know the answer to. A useful test: if you already know what you want the person to say, it is not really a question.
- Seek structured feedback. A well-designed 360 review, an executive coach, or a trusted peer outside the reporting line can say what direct reports find risky to say.
- Look for the competing commitment. Kegan and Lahey (2009) show that people often hold a hidden commitment (for example, “I must never be associated with a failure”) that quietly undermines a stated goal like empowering others. Bringing it to light is often the turning point.
How those who report to the leader can help
A label rarely changes behavior. When someone hears a word that describes their style, they compare it with their intentions, find a mismatch, and reject it. Stone and Heen (2014) call this a “wrong spotting” response: the receiver finds what is inaccurate in the feedback and discards the rest. A better approach is to make the impact visible, specific, and safe to explore.
- Clarify the decision up front. At the start of a project, ask, “When you say I own this, do you mean I decide, or I recommend, and you decide?” Either answer is legitimate. The point is to name it before the work starts, not after.
- Describe a specific moment and its effect. Instead of characterizing the leader, describe one event: “In Tuesday’s meeting, after you chose option B, the team stopped offering alternatives. I don’t think that’s what you intended.”
- Share the impact on the work, not on feelings alone. “We spent three weeks on the recommendation, and the final version changed most of it. Next time it would help to know your parameters at the start.”
- Invite the leader to test it. “Would you be open to tracking who makes the final call on our next five decisions? I’m curious what we’d see.” Data the leader gathers personally is much harder to dismiss.
- Ask for permission and frame it as support. “I’d like to give you some feedback that I think could help the team trust your delegation more. Is now a good time?”
- Go together when appropriate. One voice is easy to explain away. Two or three people describing the same pattern respectfully, with examples, is harder to ignore.
It also matters that this is not only the direct reports’ job. Upward feedback carries real risk, so the leader’s supervisor and peers have a responsibility to reinforce what the team says.
Structures that match authority with responsibility
Good intentions need scaffolding. The most effective fix is to make decision rights explicit, so that “you own this” has an agreed meaning. Rogers and Blenko (2006) showed that clarity about who recommends, who agrees, who decides, and who is consulted improves both the speed and the quality of decisions.
A simple shared vocabulary goes a long way. For each significant decision, the leader and the team agree on a level in advance:
| Level | What it means | What the leader commits to |
|---|---|---|
| 1. Inform | The leader decides and explains why | Share the reasoning openly |
| 2. Consult | The leader decides after seeking input | Show how input shaped the outcome |
| 3. Recommend | The team recommends; the leader decides | State criteria up front; explain any change |
| 4. Decide within limits | The team decides inside agreed parameters | Name the parameters early; do not revisit later |
| 5. Own | The team decides and informs the leader | Support the decision publicly, even if they would have chosen differently |
The value is not in reaching Level 5 on everything. Some decisions properly belong with the leader. The value is in honesty: a team told “this is a Level 2 decision” will feel far more respected than a team told “you own this” about a decision that was Level 1 all along.
Marquet (2013) adds a helpful habit. Instead of asking permission, team members state their intent (“I intend to…”), and the leader asks questions until they are comfortable, rather than substituting their own answer.
Steps toward a more inclusive organization
The say-do gap is a leadership issue, but it thrives or fades depending on the organization’s systems. Some steps the organization can take:
- Include decision levels in project charters so the conversation happens routinely rather than as a confrontation.
- Close the loop on ideas. When you gather suggestions, report back on what you adopted, what you didn’t, and why. People keep speaking up when they can see their input travel somewhere.
- Build multiple channels for voice, including anonymous ones, rotating meeting facilitation, and structured rounds where everyone speaks before the most senior person does (Nembhard & Edmondson, 2006).
- Include delegation and behavioral integrity in leadership evaluation. What gets assessed gets attention.
- Invest in coaching and development for leaders as a normal part of growth, not as a remedy for a problem.
- Model it from the top. When senior leaders openly ask, “Where am I getting in the way?” and act on the answers, they give everyone else permission to do the same (Schein & Schein, 2018).
These practices build psychological safety, the shared belief that it is safe to take interpersonal risks (Edmondson, 1999, 2019). They also strengthen inclusion because an inclusive organization needs to hear the voices most often lost in a top-heavy decision culture (Nishii, 2013).
Looking ahead
The leaders who say “I empower you” usually mean it. That is the hopeful part of this story. Their values are already pointed in the right direction; they just lack the feedback and structure to let their actions catch up with their words.
When that happens, the change is noticeable. People invest in their recommendations again, meetings get livelier, and ideas that had been circulating quietly start to surface. Trust grows not because anyone declared it, but because words and actions begin to match.
Every one of us has a gap somewhere between how we see ourselves and how others experience us. The work is not to eliminate it once and for all. It is to build the habits, relationships, and systems that keep helping us see it.
Suggested readings
Detert, J. R., & Burris, E. R. (2007). Leadership behavior and employee voice: Is the door really open? Academy of Management Journal, 50(4), 869–884.
Edmondson, A. (1999). Psychological safety and learning behavior in work teams. Administrative Science Quarterly, 44(2), 350–383.
Edmondson, A. C. (2018). The fearless organization: Creating psychological safety in the workplace for learning, innovation, and growth. Wiley.
Eurich, T. (2017). Insight: Why we’re not as self-aware as we think, and how seeing ourselves clearly helps us succeed at work and in life. Crown Currency.
Eurich, T. (2018, January 4). What self-awareness really is (and how to cultivate it). Harvard Business Review.
Kegan, R., & Lahey, L. L. (2009). Immunity to change: How to overcome it and unlock the potential in yourself and your organization. Harvard Business Press.
Maccoby, M. (2000). Narcissistic leaders: The incredible pros, the inevitable cons. Harvard Business Review, 78(1), 68–77.
Marquet, L. D. (2013). Turn the ship around! A true story of turning followers into leaders. Portfolio.
Mayer, R. C., Davis, J. H., & Schoorman, F. D. (1995). An integrative model of organizational trust. Academy of Management Review, 20(3), 709–734.
Morrison, E. W., & Milliken, F. J. (2000). Organizational silence: A barrier to change and development in a pluralistic world. Academy of Management Review, 25(4), 706–725.
Nembhard, I. M., & Edmondson, A. C. (2006). Making it safe: The effects of leader inclusiveness and professional status on psychological safety and improvement efforts in health care teams. Journal of Organizational Behavior, 27(7), 941–966.
Nishii, L. H. (2013). The benefits of climate for inclusion for gender-diverse groups. Academy of Management Journal, 56(6), 1754–1774.
Rogers, P., & Blenko, M. W. (2006). Who has the D? How clear decision roles enhance organizational performance. Harvard Business Review, 84(1), 52–61.
Rosenthal, S. A., & Pittinsky, T. L. (2006). Narcissistic leadership. The Leadership Quarterly, 17(6), 617–633.
Schein, E. H. (2013). Humble inquiry: The gentle art of asking instead of telling. Berrett-Koehler.
Schein, E. H., & Schein, P. A. (2018). Humble leadership: The power of relationships, openness, and trust. Berrett-Koehler.
Simons, T. (2002). Behavioral integrity: The perceived alignment between managers’ words and deeds as a research focus. Organization Science, 13(1), 18–35.
Stone, D., & Heen, S. (2014). Thanks for the feedback: The science and art of receiving feedback well. Viking.
Read more at Inclusive Knowledge Solutions.