Gain by understanding what motivates others: Consultant Lee Miller believes that executives can succeed more often at negotiation and persuasion if they make the effort to understand what really matters to those they want to influence.

• Author: Marshall, Jeffrey
• Position: YOUR CAREER

One of a number of telling anecdotes in consultant Lee E. Miller's new book, UP: Influence Power and the U Perspective: The Art of Getting What You Want, involves Patricia Hambrecht, the former president of auction house Christie's North America. The situation was a delicate negotiation with the seller of an important Van Gogh painting, "Portrait of Dr. Gachet."

A major issue for the attorney representing the selling family was that the family have the absolute right to withdraw the painting from auction if there was a major decline in the stock market--presumably because bids would be lower.

Christie's was spending a million dollars to promote the auction, and obviously didn't want to yank the painting from it. While Hambrecht believed there was little correlation between the market and the price a collector would pay, she put herself in the attorney's shoes and concluded that she absolutely needed to allay his concerns. The solution: a formula whereby the family could withdraw the painting if all three major exchanges at the time--New York, London and Tokyo--fell by a certain percentage for a certain number of days.

As it turned out, the Japanese exchange did fall enough to qualify for that formula--but the other two didn't. Hambrecht, Miller points out, was able to carry off an exceedingly successful auction (the painting sold for a then-record $82 million) because she was able to see the lawyer's perspective and key in on his foremost concern, then satisfy it.

The ability to empathize or understand another's viewpoint, and not simply impose your values on that person, is the central theme of Miller's new book (see Bookshelf, page 14). He believes it's a critical skill for senior executives, and he's spoken at FEI events, including a workshop prior to last year's Current Financial Reporting Issues (CFRI) conference. A Harvard Law School grad-turned human resources executive with companies like TV Guide magazine and R.H. Macy & Co., Miller has fashioned a new career as a consultant to radio and online programs (YourCareerDoctors.com) on career issues and an adjunct business school professor.

What he teaches and preaches is as valuable to finance executives as to anyone else, and could certainly be a career-booster to those who can inculcate these lessons and tailor their behavior accordingly. Underpinning his tenets is the notion that success comes from active dialogue and listening, and not trying to bend others to your will.

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