Small Business Leaders HeadsUp! | Negotiate from a Position of Strength | Extraordinary Business

11

Nov
2015
Comments Off on Negotiate from a Position of Strength | Extraordinary Business

Negotiate from a Position of Strength | Extraordinary Business

The influential role of leadership and its impact on the success of your organization

Young business leader: Negotiate from a position of strength

It was interesting last evening watching the fourth GOP Debate and listening to the individuals talk. Some of them looked and sounded like leaders. Some of them looked and sounded like politicians. Some of them looked like they might have been coerced into being there or had something better to do. All of them caused me to think about what I look for in a leader and by extension, what employees look for in leadership.

One of the comments that was made had to do with “negotiating from a position of strength,” with respect to negotiating with Russia. As a leader, you need to take the same position – negotiating from a position of strength. You are leading a company – a business, and thus, you are a business person, and the lead business person at your company. Therefore, by extension, the way that you do business is the way that those at your company should do business. So if you’ve got a soft-handed approach, or no approach at all, then you can expect the same from your Company. If you exude strength, however, you will find that your organization will follow.

While this seems obvious, leading from a position of strength plays directly into attracting and retaining the people that you hire to extend the vision for your company. You want to hire the employees that will help your company does what it does better.  While diverse thinking from people with different backgrounds, education, cultures and experiences can be beneficial in a company, lack of alignment from poor selection can be devastating. Companies have been torn apart when there was a lack of alignment within the organization. Alignment comes from leadership.

The alignment that needs to happen between staff and the business will not happen if you are “negotiating from a point of weakness.” When you negotiate from a point of weakness, you are trying to make some gains without being able to assert strength into your negotiations and thus, you will lack the bargaining power to get the results you are after or those that you could get.

In your company, if you do not have the influence that you should have over your organization, your organization will fail.  This means the following:

  • if you do not have plans (and actions!) in place for communicating with your staff, taking personal interest in their needs and wants and developing them, you will be disconnected with them and lack the influence over them to keep them aligned with the organization.
  • If you don’t “walk the talk,” you won’t have that position.
  • If you don’t drive the vision, you won’t have that influence.
  • If you don’t push for greatness, you won’t have that influence.
  • If you don’t stand by the letter of the law, you won’t have that influence.

Bottom line is, if it is your plan to build an extraordinary company, you are going to need to negotiate from a position of strength. Leadership that lacks influence over their organization, whether they are too busy or just too disconnected, run businesses that are destined to fall. Use the points from the list as a barometer to measure both our political candidates as you gain your position, and to measure your own resolve as a leader.

Rick Meekins is the Managing Consultant at Aepiphanni, the trusted advisor for business leaders who are seeking forward-thinking solutions to help them plan for and navigate through the challenges of business growth. Our entrepreneurial multidisciplinary team works with clients to develop differentiating solutions and provide direction focused on lasting, strategic results.  We exist to help our clients CREATE | DESIGN | BUILD extraordinary businesses.

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