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What Leaders Can Learn from Wild Animal Trainers

A command and control leadership style may have its time and place. But at the negotiation table? You may find concession-making skills will work more in your favor. When I last spoke with negotiation expert George Kohlrieser, he eloquently compared the delicate dance between an animal trainer and animal to managing concessions during negotiations.

Concession making can be material or it can be in the relationship. If we’re in a heated debate in negotiation and you suddenly answer my question or you ask me a question, that’s a concession. I have to take time to reward that concession. It’s almost Pavlovian.

Daniel Goleman

Full Story: http://www.linkedin.com/today/post/article/20121017183242-117825785-what-leaders-can-learn-from-wild-animal-trainers

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