[Vnbiz] Staying to be a leader - the de facto leader

[Viet Le]

Dear CACC and bro Hoanh,

Thank you for sharing bro Hoanh. I agree with you to concentrate our studies
on the "de facto leader phenomenon".

In respond to your questions, I'd like to share some observations (pretty
basic). I will analyze audience and the status quo. Analysis of negotiator,
who actually plays key role in any negotiation, will be addressed in later
emails.

How does a person get convinced? He steps into an agreement as he believes
that the terms and conditions fulfill some of or all his requirements
(ethically-correct, politically-correct, interest-guaranteed,
ego-fulfilling). What do you think about lobbying? I think that is a
classical example of how negotiations are done. You promise to share profits
appropriately to the parties in order to get voted as a leader. In short,
convincing means promising/guaranting to give a person his desired (or at
least deserving) part of profit (moral, monetary, political) or even desired
relationships (just recall the fair tales, where princesses will be married
to knights once those men accomplish their missions). From that we draw a
conclusion: know your audience. Just think what you will give fish: a dirty
worm or a piece of well-branded Pizza Hut?

Another question: Why do we need to negotiate? Negotiation is made in order
to keep to change the status quo to the desired status. So the next study
subject is the status quo. It is very important to know the current context
and current situation and current relationships between the parties. Too
abstract! Just think: ain't it much easier to offer a job to a the guy who
is unemployed than to the guy who has a fulfilling job? Different context
will require different sharing agreement of the profits. If you want to
recruit a talented guy (only you discovered his talent) who is earning
3000USD/month and you offer 3500USD/month. Most probably, he would turn you
down. But an offer of 7000USD/month and a managerial position will help him
to think more "logically".

Knowing well the audience and the status quo will enable us to find
appropriate stategy. Have been participated in some fundraising campaigns
for a student organization, I experienced how to approach the sponsors.
Convincing the sponsors is not an easy job as they know the status quo very
well. At first we find "native contacts" (those who are related to us
somehow, such as alumni/those were we know/...) and people who are in charge
of the relevant issues. Then we study their needs. Like for a telco, they
wanted to promote new technologies (SMS-related, RFID, broadcasting). Then
we worked out plan how to "exhibit" those technologies in action with our
talks, roadshows and workshops. In our turn, we asked cash and
goods-in-kind. In short, all we have done, doing and will do is to draw the
path between their needs and our abilities/capacities, to show them that we
have solutions for their needs/problems and demonstrate those solutions.

I also want to note that in some cases, where status quo doesn't allow
people to make any choice. For example, winning countries dictate post-war
conventions.

Before finishing, just want to ask: Is the one who is able to convince
people will rule the group as a de facto leader?

Looking forward to your sharing, dear CACC and bro Hoanh.

Best regards,
Viet.

Viet.

On 4/17/07, Tran Dinh Hoanh <tdhoanh at gmail.com> wrote:
>
> [ Vietnam Business Forum ]
>
>
> Dear CACC,
>
> Let me continue this series with the "de facto leader" subject.  This is a
> subject that anyone who studies leadership is familiar with.   Generally
> there are two kinds of leader: De jure leader (leader in law) and de facto
> leader (leader in fact).  De jure leader means a person with an official
> leadership title, such as a department head.  De facto leader means a person
> who actually leads the group, who may or may not have a leadership title.
>
> A person may be a de facto and de jure leader, or s/he can be just a de
> facto leader while not a de jure leader.  Say, in a department there is this
> lady who, without any official title, has the ability to make the entire
> department agree with her on many major issues.  She is the department's de
> facto leader (though not a de jure leader).
>
> A de facto leader is the true leader of a group.  The de jure leader may
> be just hu+~u danh vo^ thu+.c . Thus, in the study of leadership, the
> ability to be a de facto leader is the key of the study.
>
> My question here is:  How does a person develop the skill to convince
> many people to agree with her?
>
> Would you like to share your observation and experience?
>
> Have a great day!
>
> Hoanh
> --
> Tran Dinh Hoanh, LLB, JD
> Attorney of Law
> Washington DC
>
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-- 
I submit to you that if a man hasn't discovered something he will die for,
he isn't fit to live.
(Martin Luther King Jr.)
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