THE S.E.C.R.E.T OF LEADERSHIP
THE LEADERSHIP PHILOSOPHY OF JURGEN KLOPP
HOW TO NEGOTIATE A BETTER BUSINESS DEAL
Australasian Leadership Institute Leadership Magazine
DECEMBER 2016 www.AustralasianLeadershipInstitute.com
WHAT MAKES JURGEN KLOPP SUCH A SUCCESSFUL LEADER?
HOW TO NEGOTIATE BETTER DEALS
DISCOVER THE SECRET OF LEADERSHIP
The S.E.C.R.E.T of Leadership The reason why we value great leaders so highly is because they are so rare. Leadership, especially good leadership, is difficult to achieve. There are numerous reasons for this. In fact too many to share in this article but the main reason so many good smart people fail to become effective leaders is because leading is all about influencing people and people are incredibly complex. The quality that makes people so wonderful is also the same quality that makes leadership so difficult which is that people are so unique. Everyone is a unique combination of different values, beliefs, personalities and life experiences which makes people react differently to the same situation. If a leader wants to motivate their team they are faced with the reality that what motivates one
person doesn't always motivate others, which raises the question just how do the best leaders consistently achieve success after success. What is their secret? As a Leadership Coach, I've spent many years working alongside leaders and teams from a range of industries and it's become apparent that the most successful leaders understand the fundamentals of human needs. Underneath the complexities that make us so unique are a set of basic human needs that we all share regardless of where we come from or who we work for. These needs drive our behaviours and determines our level of motivation and commitment to any task. Once understood, you can identify and use these behaviours to create and lead a high performing team.
To make this leadership secret easy to remember, I've associated the key lessons to each letter of the word secret so you can learn in a few minutes what many leaders have spent a lifetime discovering. S is for Significance People need to feel valued and have a sense that there is a reason for coming to work that's greater than money. I'm not saying that money is not important, it definitely is and is a clear indicator of how much a company values an individual but to truly motivate a successful team a leader has to go beyond money. A leader needs to establish a purpose for the team that is not only greater than the individuals but also a reason why the individuals within the team have been selected. Make people understand this and they will feel significant. E is for Enjoyment The Manager of Liverpool football club is Jurgen Klopp, an experienced Manager with a reputation of being a master motivator yet when asked about his secret of motivation he replied that there was no secret, motivation is just about creating an
environment that makes people feel good. Human beings are designed to avoid pain and go towards pleasure, great leaders make sure that being part of their team is not only a rewarding experience but also a pleasurable one as well. A smile is one of the valuable things you can find in an office. C is for Clarity The next basic human need is the need for clarity. Human beings stopped being neanderthals when the human brain developed the part of the brain that allows for imagination. The ability to imagine the outcome of potential events helped humans survive throughout the years and is present today. It's so powerful that if we imagine a poor outcome our body physically reacts. We feel stressed and nervous yet when we imagine a positive outcome we feel happy and excitable. As a leader make sure your team is fully aware of what's going to happen and the consequences of any action so that people know what to expect and don't imagine fears or concerns that are not there.
R is for Relationships Most likely the most powerful human need is the need to form and develop relationships. We are at our very core pack animals, our survival depends on our ability to become part of a pack to such a degree that there has been numerous studies that show people within teams who adopt the common behaviours of the team even if that behaviour is not something they agree with. If a team adopts certain habits then eventually everyone within that team will adopt the same habit. A leader needs to establish relationships and even friendships within a team because during my whole career I've never met a highly successful team that didn't have a close bond between them. E is for Evolution People by their very nature seek out opportunities to grow, learn new skills and knowledge. It's even been discovered that there's a chemical within the brain called dopamine that is released whenever you achieve something that explains the sensation you feel when you overcome a challenge. Studies within workplaces show that employees achieve their
highest level of motivation during the first year of their job and with each subsequent year become less and less motivated. Leaders need to continually develop and challenge their team to grow and the team the individuals have to grow. T is for Trust Finally none of the above human needs mean anything to the individuals if the leader is unable to establish the need for Trust. While this is the easiest to understand it is also the most difficult to establish if lost. People want to look up to their leaders, they want to see the qualities in the leaders that they personally either take pride in possessing or strive to obtain. You can attend countless leadership workshops but if your actions do not match your words then you will always struggle to effectively lead. Start by doing what you say you are going to do and then you will build trust. Leaders know that the best way to build a team is to build trust.
The Leadership Philosophy of Jurgen Klopp
Jurgen Klopp has one of the most challenging jobs in football. At Liverpool football club he has a club with a rich and successful tradition which has created an expectation for success both domestically and in Europe yet despite their rich history they have only won one trophy during the past ten years which was the League Cup in the 2011-2012 season. Jurgen Klopp is widely considered by the fans to be the man who is able to bring the glory days back to Anfield and his managerial history shows just why he is regarded so highly.
Jurgen Klopp started his managerial career at the age of 33 with the club for who he played 337 times, Mainz 05. When he took over Mainz 05 they were facing relegation and have had four coaches within the past year. He won six of his first seven matches and with a game to spare he saved the club from relegation and eventually lead them to promotion and qualification to the UEFA cup. After seven years he moved to Borussia Dortmund who had finished 13th the previous season in the Bundesliga where he won successive titles including their first for ten years as well as reaching the final of the European Cup. On 8th October 2015 he signed for Liverpool where he is now looking to implement his leadership philosophy. There's no secret to motivation Jurgen Klopp has a reputation of being a master motivator. He has rejuvenated the career of several players and the passion they demonstrate on the pitch is clear for all to see. When asked about his motivation secrets he laughs. For Jurgen Klopp there is no secret because for him it's simple. To motivate a team you just create an atmosphere that makes everyone feel good and then look inside yourself for what makes you feel confident whether it's positive or even critical feedback that shows you how to become better. In
simple terms make people happy and treat others as you want to be treated yourself. Every moment of pressure is an opportunity for greatness - Jurgen Klopp A high pressure situation can crush many Managers while there are a few selected individuals like Jurgen Klopp who instead see pressure as an opportunity for greatness. This successful mental approach was demonstrated clearly last year in the quarter-final of the European Cup. Liverpool were playing Borussia Dortmund and at half time Liverpool were 2-0 down and needed three goals in the second half in order to win. During his half time talk Jurgen Klopp turned a negative situation into a highly positive one by focussing on the opportunity. He urged the players to create a moment to tell their grandchildren about and make a night that the fans would never forget. The team then went out to play the second half and ended up winning 4-3 and therefore booked a place in the semifinals. Jurgen Klopp understands the psychology of leadership and understands that high performance occurs when people are in a positive state so he stopped his players focussing on the negative and instead turned the scenario into a positive one.
Show your passion One of the most common sights when Liverpool play is the clear emotion that Jurgen Klopp demonstrates during the match. It's like he's playing alongside the players. When Liverpool scores you can see Jurgen jumping in the air celebrating. When a game finishes you see Jurgen walk on the pitch hugging the players. It's this transparency of passion and commitment that has made him so popular with the Anfield faithful, for them he is a fan like themselves and because of this connection he receives the loyalty and trust that every leader needs in order to succeed. Losing leads to success Defeat can break a person, losing damages your confidence, your self belief and getting so near to your goal and just missing out can be devastating, yet Jurgen Klopp demonstrates how to use defeat as a mechanism for future success. Jurgen Klopp was quoted as saying "It's not a problem that you lose. The problem is how long it takes to win" while at Mainz 05 he missed promotion by one point, needing seven points from the last three games they drew, drew and lost. The following season, they missed promotion again, this time by one goal. In the light of this devastating loss he spoke in front of 10,000 fans and told them that if they
experienced this twice they will have to try for a third time. The next season he guided Mainz to promotion to the Bundesliga for the first time in their history. By not being afraid of losing, Jurgen Klopp allows his team to learn the valuable lessons that come with defeat and it's these lessons that make his teams so successful. Losing leads to success Defeat can break a person, losing damages your confidence, your self belief and getting so near to your goal and just missing out can be devastating, yet Jurgen Klopp demonstrates how to use defeat as a mechanism for future success. Jurgen Klopp was quoted as saying "It's not a problem that you lose. The problem is how long it takes to win" while at Mainz 05 he missed promotion by one point, needing seven points from the last three games they drew, drew and lost. The following season, they missed promotion again, this time by one goal. In the light of this devastating loss he spoke in front of 10,000 fans and told them that if they experienced this twice they will have to try for a third time. The next season he guided Mainz to promotion to the Bundesliga for the first time in their history. By not being afraid of losing, Jurgen Klopp allows his team to learn the valuable lessons that come with defeat and it's these lessons that make his teams so successful.
How To Negotiate Better Deals The success of a business can be determined by the quality of its negotiations. The ability to get the best deal possible can make or break a business which makes negotiating skills among the most valuable that any businessman can have. In this article I explore some of the key tips that will help out on any negotiating situation. Tip One: Focus on being business partners and not business rivals The most common mistake I see people make during a negotiation is when they focus on a win-lose outcome when the most successful negotiations are win-win. If both parties can walk away feeling that they have a good deal and the process has been fair and respectful then the chances of getting what you want increases dramatically not only in the immediate negotiation but also in any future negotiations. Too often I see people use negotiation techniques to grind down and bully the other party in order
to get what they think is a great deal when in fact they are unaware of the damage caused to their reputation with the other party and anyone else who could possibly want to negotiate with them in the future. Don't allow your negotiation to get clouded by a winlose mentality and never forget that negotiation is never a one off situation. Negotiation is always episodic. The person or company you are negotiating with is not a rival, they are your business partner, you both want something from each other so the best outcome will happen when you work alongside each other rather than against each other. Tip Two: Talk about commonality Negotiations can be stressful and in times of stress human beings are naturally attracted to form alliances with people who they find commonality so in order to make sure everyone involved in the negotiation is focused on what is right and moving.
forward then go out of your way to stress what you both agree on. If you both want the same outcome but disagree on how to reach that outcome then talk about the outcome. Also talk about what else you have in common even if it goes behind the deal, your beliefs, family, upbringing. Another technique is to get people to say "Yes" or "I agree" as many times as possible obviously without it becoming awkward. Research has shown that the more people say "yes" or "I agree" the more likely it is that parties walk away from a negation with a good deal because the more you say "yes" the more uncomfortable it is for the other to say "no". Tip Three: The law of reciprocity If you are not familiar with the theory of the law of reciprocity then you have certainly encountered it many times even if you weren't aware of it. The law of reciprocity says that people have a tendency to give back to people the nature of treatment that they have received from them. If you treat someone kindly they are more likely to return that kindness. Research has shown that this law actually influences people's decision making. In one experiment by Professor Dennis Reagan at Cornell University they studied how many people
bought raffle tickets from a stranger, in one scenario the stranger just asked if the person wanted to buy a raffle ticket and in the other the stranger went away and gave the person a soft drink. The people who received the soda bought twice as many raffle tickets than the people who didn't receive the soft drink. In a negotiation remember if you want someone to give you something or do something then find a way to give them or do something for them. Tip Four: Know your WATNA & BATNA Unless you are a certified meditator or you have attended one of my advanced leadership workshops then you wouldn't have encountered the terms WATNA and BATNA. They stand for worst alternative to a negotiated agreement and best alternative to a negotiated agreement. This is vital for any negotiation. Before you start you need to be fully aware of what's the worst thing that can happen if the negotiation falls apart and what's the best thing that can happen if the negotiations falls apart this makes you realise what is truly at stake and at what point you will need to walk away from the negotiation table. This is not a time for bluffing it's a time to be truthful to yourself about the strength of your negotiating position
and the strength of the other sides. I've seen many people get caught in prolonged negotiation because they have an unrealistic idea of what will happen if negotiation fails. Tip Five: Take negotiation seriously but not personally Negotiations can get stressful and with stress brings emotions which can impact people decision making and jeopardise a successful outcome for all parties. I've seen many businessmen fail because they get distracted by personal issues or feelings, a lot of time due to the personality of the other party. To be successful in negotiation you need to focus on reaching an agreement which addresses the needs of all parties in a respectful and fair way. Never allow the personality of someone damage the negotiation, try to understand and appreciate their position and focus on the outcome. Achieve this and you will achieve success in business. Never underestimate the importance of negotiation because the very future of your business can be determined by how well you negotiate your next deal.
Australasian Leadership Institute Magazine December 2016 The free magazine for leaders Learn the leadership philosophy of Liverpool Manager...