The Globe and Mail Published March 11, 2021 Bookmark
When negotiating, is your instinct to split the pie or take it all for yourself? How about expanding the pie?
Those are clear, helpful metaphors that highlight one of the key issues we face in all negotiations: How to handle the tensions between the importance of relationships and the importance of the outcome.
Mike Figliuolo, managing director at thoughtLEADERS, LLC, a consulting firm, puts those two factors into a classic matrix and comes up with four negotiations styles to pick from:
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Split the pie: This is the path when your relationship with the other person is not all that important – you are unlikely to see them again – but the outcome is also not significant. The example is purchasing a souvenir when on vacation. You won’t see this person again, and there’s no burning need to get the best deal on price for your souvenir. “Just find the middle point where both of you ar
Larger-than-life leaders can suffer from their insatiable desires Published February 20, 2021 Bookmark
The leaders who make a lasting impression are often larger-than-life characters with gargantuan appetites. We may praise balance, but they are decidedly unbalanced. Yet often, they cast a spell over us. They want it all – and then some. They seem unsatisfiable in their cravings.
Harvard University Professor Barbara Kellerman and SUNY professor Todd Pittinsky explore this little-discussed phenomenon in their book Leaders who Lust, giving it a positive framework – these are, after all, leaders of notable accomplishment – and also categories to help us understand it better. Lust conjures up sexual thirst, but they have six passions in total to consider.
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It’s that time of year again: Have you thought about who you want to be next year? Published December 10, 2020
Are you the same person you were 10 years ago? The answer, undoubtedly, is no.
Will you be the same person you are now in 10 years’ time? Again, presumably no.
Exactly how you will change may seem uncertain – out of your hands. But it’s not. Events and other people will have a role – assignments you are given being a notable example – but organizational psychologist Benjamin Hardy says the changes over time in your personality and skills are not out of your control. In Harvard Business Review, he offers three steps to help you craft your future self: