“Those two are at it again! We have dozens of toys but they both want to have the same one.” Many parents have said that or something similar. While the situation leaders face are not quite as juvenile or evident, the art and science of mediation and negotiation are critical aspects of leadership success in any setting.
From inter-department disputes to multi-billion dollar mergers, the consistent winners are those who look beyond narrow positions to uncover the underlying broader interests. Within organizations and interpersonal relationships a mutual interest is inherent but power struggles can develop and evolve into counterproductive entrenched positions. A good leader will help mediate a solution with patience, positive attitude, understanding, listening, and challenging to move the discussion to broader interests and away from narrow positions.
In negotiations there may be multiple opposing interests, however the desire for a completed deal is often an obvious but over looked mutual interest. Fundamental to a successful negotiation is understanding each party’s interests as much as possible and not getting trapped into inflexible positions. A simple classic example is two people who each want a single orange. Rather than getting locked in a win-lose scenario of who gets the orange, exploring interests could reveal that one wants only the juice and the other only the rind and a win-win outcome can be achieved. With complicated issues solutions are, of course, much more elusive but an optimistic belief in additional possibilities can help define interests and isolate positions. Positions are usually narrow, limited, defensive and an ‘either/or’ choice. Interests are usually broad, open to possibilities, optimistic and ‘multiple’ choices. Careers and businesses flourish when the foundation of their mission is to nurture interests of others as well as their own. This ability to effectively deal with paradox is a key competency separating the great leaders from the average.
As always, we welcome your comments and questions.
