The Leadership Value of having a “We Will Agree” mindset
One of the key competencies of an effective leader is the ability to negotiate, influence others and manage conflict. Achieving success in such negotiations, however, can be difficult, as multiple barriers often get in the way. How a leader navigates these barriers will, in many cases, determine the outcome.
Many years ago, while working on resolving labor disputes, I had the good fortune of meeting a management attorney during negotiations that were particularly challenging. The union leader involved in the dispute happened to be very difficult to work with, throwing up obstacles, grandstanding and, in general, slowing down the process, thus avoiding or at least trying not to effectively address the issues at hand. Negotiators who had previously dealt with him would come away frustrated and unable to get him to focus on resolving issues. This attorney, however, took a different approach. Rather than get frustrated or emotional as others had, his approach was from the beginning based on the mindset of “We Will Agree”.