Adopt a take-no-prisoners attitude
| By Marcia A. Reed-Woodard |
May 2, 2007-- Sekou Kaalund, Citigroup Securities & Fund Services' head of strategy, mergers & acquisitions, and planning, says Hostage at the Table: How Leaders Can Overcome Conflict, Influence Others, and Raise Performance by George Kohlrieser (Jossey-Bass; $27.95) reveals how psychological insights and proven techniques used in successful hostage negotiations can empower anyone who feels immobilized or held "hostage" in their business and personal relationships.
"Negotiation skills are paramount to success in a business environment [because of] client, employee, and shareholder relationships," he offers. Kaalund reports that the book has helped him enhance his conflict-resolution skills and negotiate more powerfully.
His key takeaways:
- Never think like a hostage. Bolster your confidence and diminish feelings of powerlessness by identifying the choices you have and the potency you bring to bear on the negotiations.
- Bond with your enemy. Establish a connection with all parties involved in negotiations, even when you may find them despicable. Refrain from demonizing others by remembering that the people are never the problem.
- Talk your way to success. Discuss solutions that will satisfy negotiating parties. Explain how all parties can achieve their goals without undermining those of others. Don't stop talking until you've reached an amicable agreement.
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