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Your Weekly Walkaway - Leaders Who Don't Negotiate!
The Weekly Walkway highlights negotiation in its ‘good’, ‘bad’ and sometimes ‘downright ugly’ forms. Newsletter Issue No. 26 (24th March 2023)
What to expect?
Quote of the Week - “A leader is best when people barely know he exists; when his work is done, his aim fulfilled, they will say: we did it ourselves.”
Tactic of the Week - The Silence
Thought of the Week - Leaders Don't Negotiate!
Remember: You are a negotiator!
You are always managing some form of conflict, a difference of opinion or interest.
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QUOTE’S OF THE WEEK
“A leader is best when people barely know he exists; when his work is done, his aim fulfilled, they will say: we did it ourselves.”
“Leadership and learning are indispensable to each other.”
John F. Kennedy
TACTIC OF THE WEEK
Involves deliberately remaining silent during a negotiation to elicit a response or advantage from the other party.
There are several ways this tactic can be used.
One common approach is to use silence to put pressure on the other party to make a concession or to fill the gap with information that may be advantageous to the silent party. The idea is to make the other party feel uncomfortable and perhaps even uneasy, which can prompt them to reveal more than they otherwise would.
Another way ‘the silence’ can be employed is to allow the other party to feel that they are in control of the negotiation and then use a well-timed period of silence to regain the upper hand. This approach can be particularly effective when used in conjunction with other negotiation tactics, such as anchoring and opening extreme.
THOUGHT OF THE WEEK
Leaders Don't Who Negotiate!
Leaders who believe that they do not need to negotiate are complacent. They have failed to appreciate and develop these most critical of skills. This leads to a lack of trust and collaboration within their teams, departments or organisations.
Employees who feel their opinions are not valued or heard are unlikely to be motivated or engaged in their work.
Effective leadership is not just about issuing directives and expecting others to follow blindly. Rather, it involves engaging in a dialogue with team members, actively seeking their input and feedback, and collaborating to achieve shared goals. This means that leaders must be willing to listen to their team members, incorporate their ideas and suggestions, and adjust their approach as needed. In doing so, leaders engage, motivate and demonstrate their commitment to their team's success, which builds trust and respect among their followers.
Leaders who fail to negotiate effectively are more prone to creating toxic environments. They are perceived as authoritarian or unapproachable. This leads to low morale, high turnover rates, and, ultimately, a decline in productivity.
The idea that leaders do not need to negotiate is a common misconception perpetuated over time. In reality, effective negotiation is a critical component of leadership.
Leaders must constantly navigate complex relationships and balance the needs of multiple stakeholders. Therefore effective negotiation skills are essential for building trust, managing conflict, and achieving goals.
One reason why the misconception persists is that we often equate leadership with power.
We assume that leaders can simply issue orders without discussion and that their authority will be enough to ensure compliance.
Leadership positions come with a significant amount of power and authority. However, it is essential to recognise that the ability to exercise power does not eliminate the need for negotiation. Issuing orders without discussion is an approach that is outdated and ineffective. Today's good leaders are collaborative and inclusive, listening to diverse perspectives and building consensus.
Negotiation skills are critical for building trust and managing relationships.
Leaders must be able to establish trust with their team members, clients, partners, and other stakeholders. This requires the ability to communicate openly and honestly, recognise the needs and interests of others, and find common ground. By building strong relationships based on trust, leaders can foster a culture of collaboration and creativity.
The belief that leaders do not need to negotiate also ignores the fact that effective negotiation requires active listening and communication skills.
Leaders who spend more time talking than listening are unlikely to be successful negotiators. Spending more time talking than listening is a common mistake that many leaders make. Good leaders know that listening is a crucial component of communication. By actively listening, they gain valuable insights, build relationships, and address concerns before they escalate into conflict.
Finally, negotiation skills are essential for managing conflict.
It is important to understand that leaders are not immune to conflict. In fact, they often face more conflict than others due to their position of authority. Whether dealing with disagreements among team members or managing external challenges, leaders must be adept at navigating conflict and finding solutions that satisfy all parties involved while asserting their authority when necessary. This means they must be confident and willing to stand by their decisions, even in the face of opposition.
Conflict is inevitable in any organisation, but effective leaders know how to navigate these situations. The need to manage and resolve conflict in a productive and constructive manner. Leaders who simply issue directives without discussion may be able to control their immediate environment, but they are unlikely to create a culture of collaboration and teamwork.
Conflict resolution skills are critical for leaders who want to create a positive work environment that encourages creativity and innovation.
In reality, leadership is all about negotiation, and any leader's ability to negotiate effectively is an essential skill. However, not all leaders are equally skilled at negotiation.
Some leaders may rely too heavily on their positional power and fail to build relationships based on trust and mutual respect. These leaders may be more prone to issuing orders and using their power to enforce compliance. This approach may work in the short term, but it is unlikely to be sustainable in the long term, as it does not build the strong relationships necessary for long-term success.
Effective leaders recognise that negotiation skills are essential for success. They actively work to develop and enhance these most critical skills in themselves and their teams, recognising that negotiation is a crucial component of effective leadership.
Leaders who can negotiate effectively are better able to achieve their objectives, resolve conflicts, and create a positive work environment.
We’d love to read your comments or thoughts. What do you think?
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