What is the connection between leadership approach and negotiation? Part 3: The leader without authority

We often associate leadership with a role and with some form of authority.  Think the president of a country or company, a supervisor or boss, etc...  You get the idea.  However, there is quite a bit of interesting work that has been done on leading WITHOUT authority.  The common themes of this work, and the guidance given, is as follows:

1.  Meet the needs and interests of the people you want to follow you

When you try to lead without authority you must find and unearth the needs and interests of those who you would like to follow you.  If you meet those needs and interests people will naturally have many reasons to do what you are asking.  Put differently, people will move in the direction you would like because they see the value in what you are proposing.    

2.  Use persuasion that speaks to those around you

Coercion is not an option when trying to lead without authority.  Therefore one must possess the ability to persuade.  That means thinking about things from the other people's perspective.  A common mistake people make is trying to persuade others, but with arguments that make sense to persuader, not the persuadee.      

3.  Ask thought provoking questions

A leader who lacks authority has a best friend -- a thought provoking question.  A well placed provocative question, that gives people pause to think deeply, can be the best way to frame a problem or a challenge.  This type of question is also a great way to subtly shift people's thinking.  

4.  Be humble, yet enthusiastic

A leader without authority has to find a way to resonate with people and get them to believe in what they are saying and doing.  Part of the answer to doing this is exhibiting humility.  Being humble is something people want in a peer and a leader.  The other part of the answer is being enthusiastic.  People need to be energized by a leader's passion for the issue or challenge in front of them.  Enthusiasm is contagious and inspires quiet confidence.    

5.  Take responsibility when needed and give credit to others    

Taking responsibility is one way to exhibit leadership to others.  It is not easy to take responsibility in difficult times, but it conveys a level of commitment to a situation that people often want to see.  Furthermore, when credit is due to the team a leader can gain confidence and trust by bestowing that credit on others.  Most often that credit is due to their efforts in any case, with the leader gently guiding them along.

All of this guidance fits very well with effective negotiation.  In fact, in most negotiations we have to use the very same principles leaders without authority employ.  For example:

• Meeting interests and needs is a fundamental principle of all negotiations.  Unless those interests and needs are met negotiators will not say yes to what is being put in front of them.  
• The ability to persuade others is a core tool of any negotiator.  If one does not possess this ability they will fall short when met with resistance.     
• The best negotiators I know are not the smoothest talkers, but rather they ask the best questions and listen carefully for the information coming back to them. 
• Humility in negotiation is a disarming quality that can keep the other negotiator in the right frame of mind.  Coupling this with enthusiasm, and a never ending quest for a creative solution, is an infectious quality of a master negotiator.
• Finally, taking responsibility during a negotiation can help the other negotiator move past certain sticking points.  Giving credit to the other negotiator for the success you both achieve is an important way to build the relationship over the longer term.