Empathy for your adversaries

The world’s best leaders and negotiators exercise empathy towards their adversaries. Understanding others' motivations Is key to success.

This skill can be learned. A brilliant example is how Disney’s CEO, Bob Iger, achieved what seemed impossible, convincing Steve Jobs to sell his hugely successful film studio, Pixar, to the Disney corporation. Bob Iger maintains that this acquisition revitalized the Walt Disney Corporation, injecting new creativity and technological innovation into Disney. Steve Jobs didn’t need to sell Pixar, and nor was he looking to sell. But Bob Iger’s keen ability to understand Steve Job’s disposition, values and motivations enabled him to open the door for conversations, whose outcome resulted in the $7.4bn acquisition of Pixar which saved Disney. Influence is one of the key skills, developed into a High Performance habit, through Coaching.