Today, I had a tense encounter with a work colleague about a budget issue. We started with an assumption that there are just no more resources to go around, of a zero-sum game. After some discussion, we discovered a way to “grow the pie,” to raise more revenue and thus increase resources for both parties. We started as opponents; we emerged as partners with a shared interest.

How often do we find ourselves in an anticipated or impromptu negotiation or conflict with a colleague, a boss, a subordinate, a client, or a contractor? A successful outcome can strengthen a relationship and set a positive tone for the future; an unsuccessful one damages the relationship and leaves all parties unhappy. These are leadership moments of truth.

Leadership is a process of influence in which a person can enlist the support of others in the accomplishment of a goal (Source: Wikipedia). While...

You do not currently have access to this content.