Professor Roger Fisher is a world authority on negotiation, renowned for the book “Getting to Yes” (though the sequel “Getting Together: Building Relationships as we Negotiate” is arguably just as useful). “Lateral Leadership” draws together ideas about an organised approach and systematic thinking to help us to get things done.

The authors emphasise the importance of having goals, learning new skills and stimulating commitment in others, while being able to give and take constructive feedback. They encourage experimenting with planned solutions, rather than just talking about them or speculating about the merits of competing courses of action. The emphasis is on the process as much as on the outcome.

• How are we working together?
• How are we reaching decisions?
• What can we learn from this experience?

But plans will never be perfect or produce the “right answer”. “Since there is a risk in actually doing something, we postpone that risk as long as possible”. The major challenge is: can we turn Big Ideas into practical next steps? If we can’t, we may not get the results we seek. We need to plan, act, review and plan again…

The book focuses on behaviours and habits which enable us to – or disable us from – working effectively with others. We cannot change others by simply telling them what to do. We are urged therefore to

• ask questions,
• offer our own suggestions,
• share planning and
• model, by taking ourselves the action we recommend to others

Finally, ACBD: Always Consult Before Deciding. How many of us do that?

In all of its work, Core Consulting places emphasis on effective communication with others, the importance of process (how and why we do things as well as what) and providing supportive feedback. We are interested in finding creative solutions – and in how to implement them.