George Kohlrieser, organizational and clinical psychologist and professor of leadership and organizational behavior at the International Institute for Management Development (IMD).

During 35 years as a police psychologist and hostage negotiator, it became very clear to George Kohlrieser that hostage negotiators demonstrate magnificent forms of leadership.

The success rate of hostage negotiation is 95 percent. Kohlrieser, a professor of leadership and organizational behavior at the International Institute for Management Development (IMD) in Lausanne, Switzerland, has transferred these well-known principles into the world of organizations and leadership.

“How can leaders work in a way that they are not held metaphorically hostage? Great leaders are able to direct their mind’s eye in a way that they consistently look for benefits….great leaders bring out something in others they didn't know they could do,” he told members of the RCME. “The cutting edge of what is happening in leadership is about how we focus.”

Hostage negotiators first create a relationship or a bond, “sometimes with the most despicable person you could imagine. Regardless of how you feel about that person, you have to be able to use your mind in a way to know there is a goal here, an opportunity,” says the organizational and clinical psychologist, who consults around the world.

“I would like you all to become aware of when you are a metaphorical hostage. And what you can do to maintain the personal power to get somebody to change their mind. If you can learn to do that, your effectiveness will go up dramatically,” he said.

Cynthia Gamage (Retail Management Institute associate director), George Kohlrieser and Janet Sola (Executive Development Center associate director).

The worlds of sports, art, and theater understand the concept of peak performance. The most fundamental principle behind high performance and success is “state equals results.”

To create in your mind the result you want, you have to start controlling the state to make it happen. Unfortunately, most of us focus on the pain instead of the benefit and become de-motivated. One is a winning cycle, the other is a losing cycle.

“Leaders who get taken hostage are going to move to that losing cycle,” he says. “We have to manage that internal process to be able to focus on a positive outcome, the benefit, which is what high performers do. Controlling our own mind’s eye is the most powerful tool we have, so that we are never taken hostage.”
Behind behaviors are certain mind-sets. The reason change is resisted is because of the pain associated with it, says Kohlrieser. Great leaders are able to translate their view into a social dialogue so others see the benefits, even if there is pain involved.

“Great leaders are consistently looking for opportunities, and they create great moments out of those opportunities. As a leader, you must make sure that when you deliver pain, that it’s done in a way that people see the benefit, and they know you care about them.”

"Great leaders are consistently looking for opportunities, and they create great moments out of those opportunities." - George Kohlrieser

Leaders must create an environment, or a “secure base,” for people so they can feel inspired. This secure base is fundamental to innovation and creativity.

“Leaders are far more effective in changing the mind’s eye by asking questions rather than by telling,” he says. “Words carry energy. Dialogue is the most powerful tool in finding greater truth: out of this comes negotiation. You must train the brain to keep the bond with those people you don’t like….which is often counterintuitive.”

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