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Last Update: Friday September 17, 2021

Key Idea: Learn To Negotiate

Dr. Keith Grint wrote the book on leadership and he says that negotiation skill is the number one asset for those who want to lead.  This is founder of Cowgirl Enterprises, Donna Baase.  

Key Question:


Effective leaders are consensus builders. If you encourage different points of view, new ideas, constructive dissent and challenges in your organization, and you are successful in obtaining them, then you can expect some conflicts of opinion.

 This is very healthy; it’s exactly why you should create the kind of environment we’ve been taking about. But once that conflict arises, it has to be resolved, alternatives have to be selected, and a path must be chosen.

It is the leader’s responsibility to facilitate this process and to garner support for the ultimate decision. This will require artful negotiation. It’s not that some “win” and some “lose” in the conflict resolution; it’s always that the organization wins because the best people used the right process. An effective leader will be able to ensure that everyone participates in the future, regardless of the outcome of conflict resolutions in the past.

Think about it

Do you have the necessary negotiating skills to build consensus in your organization?

Clip from: Leadership with Keith Grint

Truly exchanging ideas is a starting point for leadership.

The World: Meet Prof. Dr. Keith Grint.  In this episode, he explains why we are so frustrated with the leadership who dominate the headlines. He makes it clear that it is time to turn away from the selfish people and look to each other to find the heart of real leadership. 

Dr. Grint says that having a vision is certainly a starting point but that the "vision thing" has been overrated. Anybody can have a dream or a picture of how they want their world or their company to look but very few are good at putting the plans in place then taking action on those plans to turn the vision into reality.

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Cowgirl Skincare

Donna Baase, Founder

833 W. South Boulder Road
Building A Tel: 303-440-7549
Louisville, CO 80027

Visit our web site:

Toll Free: 888-440-7549

Business Classification:
Personal Products

Year Founded: 1987

Learn To Negotiate

HATTIE: (Voiceover) At strong small companies, everyone has a seat at the table. Owner's shoulder the financial burden, but they seek ideas from everyone on the payroll.

DR. GRINT: The most important way to think about communications is to realize that there is a difference between transmission and exchange models. Transmission models of communication are the equivalent of a lecture, so if I'm giving you a lecture I'm talking at you, not talking with you.

And the consequence of that -- all the research that we know about transmissions models suggest that people don't listen to very much of what anybody else is saying. So within 10 minutes most people are asleep.

By and large transmission models of communication fail, but that what is used by most leaders most of the times. Or they send you the corporate video, or they give you the corporate lecture or they talk at you or they shout at you or whatever it is that they do, and we don't listen. A different way of thinking about the communication would be an exchange model. Now rather than the transmission model where it's one to one but it's a kind of hierarchical relationship, exchange model is another hierarchical relationships in the egalitarian relationship. So we speak with people, we speak with our friends. In this sense what we're doing is we're exchanging communication, we're exchanging information.

This is where the Latin word comes from. It's about exchange. It's not about transmission of information, it's the exchange of information. And we know that when people are communicating in an exchange method, that far more of that communication is actually retained, so it's a far more effective way of learning which is why we know that lectures by and large don't work. But if we engage in a conversation about something, more of the information is exchanged and more seeps in and more is retained.

So if you're thinking about leadership and communication what you want do is move away from a transmission model wherever possible and try to get into an exchange method. It's much more time intensive, it's much more difficult to do, but it works compared to a transmission model.

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