Mark Carney Just Gave Leaders a Master Class in How to Negotiate With a Bully
When they push harder, don’t push back. Think smarter.
EXPERT OPINION BY PETER ECONOMY, THE LEADERSHIP GUY @BIZZWRITER
Mark Carney and Donald Trump. Photo:
What do you do when you’re sitting across the negotiating table from someone who has more power than you do — and they know it?
I’ve dealt with a few people like this during my career. Chances are, you have too. They push, threaten, and make unreasonable demands. Sometimes, they seem to enjoy watching you squirm.
The temptation, of course, is to push right back. Canadian prime minister Mark Carney recently took a different approach in dealing with Donald Trump and the United States. As The Guardian’s Rafael Behr points out, Carney has been remarkably measured in his public comments — even while pushing back hard against Trump’s demands.
Politics aside, there’s a leadership lesson here. Actually, here are seven worth remembering the next time you find yourself dealing with a bully.
Refreshed leadership advice from CEO Stephanie Mehta
An Inc.com Featured Presentation
1. Keep your cool.
When someone comes after you, your first instinct may be to fire back. Don’t. Getting angry might feel good for about 30 seconds, but it rarely helps you get what you want. Take your time. Listen. Then respond.
2. Do your homework.
Carney doesn’t just make assertions. He backs up his arguments with facts, numbers, and history. You should do the same.
Before an important negotiation, know your numbers cold. Know what you want, what the other side wants, and where you’ve got room to maneuver.
Source: www.inc.com
