George Kohlrieser on Negotiation in Zero Sum Games

George Kohlrieser is an organizational and clinical psychologist, a professor of Leadership and Organizational Behaviour at The International Institute for Management Development (IMD), and consultant to global organizations around the world.

His research, teaching, and consulting activities are focused on high performance leadership, high performance teamwork, conflict management, change management, dialogue and negotiation, coaching, stress management, work life balance, and personal and professional development. He is also a Police Psychologist and Hostage Negotiator focusing on aggression management and hostage negotiations. Kohlrieser is founder and director of Shiloah International, a consultancy offering integrated programs to a wide range of organizations. He has worked in some eighty-five countries in North and South America, Eastern and Western Europe, Middle East, Asia, India, Africa, Australia and New Zealand. Kohlrieser completed his doctorate at Ohio State University where he wrote his dissertation on cardio vascular recovery of law enforcement leaders following high stress situations. He is also the author of a recent book entitled Hostage At The Table: How Leaders Can Overcome Conflict, Influence Others, and Raise Performance.

  • Transcript

TRANSCRIPT

Question: How do we negotiate for limited or shrinking resources?

Kohlrieser: Creativity. Innovation. There are all kinds of ways that water can be treated and can become drinkable. We know the possibilities of alternative energy. They’re all around us. If we didn’t spend so much time in the closed mindsets of trying to protect and we really opened the creativity, and we hear over and over again and in business schools, this is clearly understood, greening is for business. It’s not because you’re going to be kind or nice. There are business reasons to do this. And that mindset change is too late and is slowly coming, but it’s coming. And so, we do not have to live in this fear that there’s not going to be enough resources around. It may mean dramatic changes. Look at the waste, it is incredible. When I see the difference in how countries handle just waste and all these mining resources, there are so many possibilities in the recycling process. We haven’t even begun to open up the possibilities. And I’m reminded, as I walk through the streets here in New York to see the huge amount of garbage and waste, that there’s no good reason for that except we’re too focused on the wrong things. We don’t have leaders who are getting people directed in the mind’s eye. I live in Switzerland. Switzerland is one of the top, named top green country of the world. This attitude, this mindset is so different. And we have to open up and look at best practices around the world. Stimulate innovation and creativity. The future is based on secure bases that allow people to open the mind and see what is possible.


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