A seasoned fisherman knows that the first time s/he feels a tug on the line is not the time to jerk the line back – attempting to set the hook.  Instead the wise fisherman strps line – letting out the line so the fish swims with the hook.  Only then does the fisherman pull back on the line – setting the hook solidly in the fish’s mouth.

“Are you sure?” is a frequent phrase out of the mouth of the leader in response to a commitment on the part of a follower.  This simple question lets out enough line so that when the follower does commit again it is a more solid commitment.  This simple question helps prevent “buyer’s remorse” where the follower reconsiders his/her commitment after the leader is no longer around to address the concerns.

When the fisherman yanks his line on the very first hint of a fish strike, the hook inevitably slips out of the fish’s mouth.  The wisdom of leadership is to wait for a solid commitment from the followers rather than accepting a half promise.  Stripping line helps in this process.

To explore this topic further, read more about The Compliant Child in the poster Transactional Analysis and also the strategy taught in the poster No Leading Questions for helping to ensure as a leader you are hearing truth when a commitment is made by a follower.

Categories: Influence, Negotiating

Tags: influence