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Leaders: Be Smart, Act Dumb

In his famous program, “Effective Negotiating,” Chester A. Karrass, makes the observation that, in negotiations, often appearing dumb is a great strategy. The idea is that acting naïve causes the other party to fill in some blanks with information that may ultimately be helpful to you in the negotiation. Conversely, acting as if you know everything is usually a bad strategy, because you end up supplying too much information too early in the conversation. This habit gives your opponent in the negotiation a significant advantage.

As I work with leaders in organizations of all sizes, a similar observation could be made about leadership. Being dumb is sometimes smart, and being too smart is often dumb. Let’s examine some examples of why this dichotomy is a helpful concept.

To make enlightened decisions, leaders need good information. It sounds simple, but in the chaos of every day organizational issues, it is sometimes…

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