Negotiator's Notebook: How Leaders Inspire

A great organization that hosts several of my Negotiation Mastery Circles has two key objectives; a) to advance their negotiation skills and successes and b) to change the culture of the organization. To accomplish both, we know we must bring our whole selves to our whole life (including our work). While techniques and materials are important that are not enough to effectively engage people with the opportunity.  

 

A great book is Change the Culture, Change the Game: The Breakthrough Strategy for Energizing Your Organization and Creating Accountability for Results by Roger Connors & Tom Smith. And how do you get accountability and commitment? Make the work and the negotiation matter. Be clear on the “Why”. Align with what matters to you and the other(s).

 

Outside In and Inside Out:

Watch Simon Sinek: How great leaders inspire action.

http://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action.html

“A vast amount of complicated information ... doesn’t drive behaviour.” Rather when we deeply believe in our “Why”, we succeed. Listen to the difference between the Wright Brothers and Simon Langley in their quests to invent the airplane. Note; the one with all the resources, respect, position and recognition did not “win” the race. Simon shares the Law of Innovation.

Rethink everything. Why? What is deeply important in this deal or project for me? Who shares it and gets it? How do I act and communicate as a leader and negotiator to invite them in?

Real leaders inspire what we believe.

Call to Action

Negotiate like everything is possible. Start with vision, clarity, connection, shared interests   and purpose. Look beyond what is widely accepted as impossible. Prepare for change.

Access for Negotiators

Contact Dave to have a conversation that matters leading to breakthrough negotiations.