Negotiation; establishing trust; getting off to a good start - three crucial skills for any leader.
Click here to read the original blog in full on the Management Today website - Psychology at Work Blog, a blog page about the psychology of business, management and leadership written by Pearn Kandola.
In Come Dine With Me, it is widely recognised that the first contestant has the most difficult dinner to host. The competitors not only meet for the first time but they also don't know what the standard is. Once the first meal is out of the way the subsequent ones can be compared to it: in other words we need a comparison before we can make a decision.
As we all know the first televised party leaders' debate transformed this election. Nick Clegg claimed the plaudits for an all round performance which projected him and his party into the public's consciousness in a way that has never happened before. The Lib Dem leader's bravura display has immediately led to increased poll ratings and he is fervently hoping that this in turn will translate into votes.
However Clegg's surge in popularity may not be due just to the debate, it may be that we are better able to make a comparison: otherwise known as relativities or the Come Dine With Me effect. Before the election the choice was clear: Labour v Conservatives, Brown v Cameron, Status Quo v Change. As long as there were only two options, David Cameron could naturally assume the Change mantle. Clegg's rise however now means that we have a Change candidate comparison and it is this that helps to explain, partially at least, both the increased standing of the Liberal Democrats and the slide of the Conservatives. Clegg contrasts himself to the two other party leaders making it clear that he is radically different from them. The comparison that is the most telling though is the one between him and the Tory leader.
The application of relativity to decision making is well researched and well established. If this analysis is correct then, it should mean that rather than fighting on two fronts ('A curse on both your houses') which the Lib Dems traditionally have to do , they should, in the latter phases of this campaign seek to focus their attention on the contrast between themselves and the Tories as the real Change party.
Nick Clegg, despite putting in a less effective performance than last week, nevertheless managed to win the second of the leadership debates. With Gordon Brown also doing slightly worse and David Cameron much better, the overall result was much closer than the first contest.
The party leaders are being assessed against Pearn Kandola's Leadership Radar model which has three components: Task Leadership, People Leadership and Thought Leadership. Compared to his first performance, the Lib Dem leader scored lower in all three categories but his real strengths are emerging in the People and Thought leadership areas. He continues to impress by bringing fresh perspectives to issues and daring to be different. A preparedness to examine problems from new angles and to question the status quo are positive characteristics for a leader. When this is backed up with reason and logic it is a potentially powerful combination. He was obviously prepared to be more vigorously challenged from the other debaters last night and he emerged with his new found reputation intact even if it wasn't enhanced.
The best way for someone to look Prime Ministerial is to be Prime Minister. Gordon Brown tries to use this clear advantage by referring to his achievements, his relationships with heads of state and his understanding of global issues. This all feeds into his strongest area, Task. Unfortunately he is emphasising this area at the expense of the others. He does less well in the People category something that he simultaneously acknowledged and dismissed by viewing it as superficial and irrelevant: 'If it's all about style and PR, count me out'. Thought leadership remains relatively weak because it relies so heavily on his achievements. If the approach was one of, 'I have achieved in the past and I will achieve in the future' it would be playing to strengths. Instead he combines it with 'Vote for them and they will mess it up' which is not only fear based but also slightly desperate. Brown's appeal and approach is the most uni-dimensional candidature of all three men.
The most improved campaigner was Tory leader David Cameron. Interestingly he has started slowly in both debates. This may be a function of the questions that are asked, but if not then his advisers need to help him hit the ground running. Cameron is an empathetic individual and this came through much better in this debate than the first, where he tried too hard to show he was a real Man of the People. Last week he kept his feelings in check but this time he allowed us to see more of the emotions that are bubbling underneath the surface and at times he demonstrated real passion, even anger. Thought leadership remains his weak spot though. He is not a natural big thinker and the Tories' Big Society idea is difficult to translate into specific actions. This combination of factors leaves him with ground to make up in this area.
David Cameron has clearly learnt from Nick Clegg's presentation of last week to sharpen up his own act. Clegg has another secret weapon which both Brown and Cameron would do well to adopt: when asked a question, answer it. This simple rule which the Lib Dem leader follows pretty scrupulously is a big reason why he is connecting with the electorate.
The '99', the combination of a whipped ice cream and a Cadbury's flake, conjures up images of warmth and sunshine. It is also reassuringly soothing, making us feel good. The words conjure up images which in turn lead to positive feelings. The political parties have been working hard to create associations like these over the past few weeks.
Brown and Cameron have put their wives, Sarah and Samantha, centre stage in an attempt to soften their images and, to round them out as people. Old Etonian Cameron, well aware of his posh boy persona, has been seen at breweries and bakeries. The message is quite clear: "I drink beer and eat sliced white bread. I'm just like you". In all of these locations he is always only slightly elevated above the crowd and invariably in shirt sleeves. "I'm a worker, I am one of you" he is saying.
Brown on the other hand launched the Labour manifesto in a yet to be opened hospital - or in other words "We are investing to improve your lives". The PM is the only party leader who completely eschews casual wear - he is always seen with a suit, the only concession he makes to relaxing it to take his tie off. The message: "This is a serious job and I never stop working for you".
To date, the exception to this has been Nick Clegg. He could be called a toff himself (he went to Westminster School), but the fact that he isn't viewed in that way is because of the power of association with the Liberal Democrats. His wife, Miriam, has tried to keep out of the fray as much as possible and the relationship that the Lib Dems have concentrated on is that of Clegg and Vince Cable - not a glamorous pairing but politically a very important one. The message "I am different".
As the campaign intensifies we will see much more of this association by image, but each party leader is trying to achieve something different which is critical given that the public perceive their policies difficult to differentiate, namely:
Brown - Man of Substance, building on a public perception
Cameron - Man of the People - trying to overcome a popular perception
Clegg - the New Man - trying to forge an identity, establish a perception.
Whether this works or not really depends on whether we, the electorate, see this as authentic or merely superficial.
Photos courtesy of Flickr.com and Ulleskelf, Conservative Party, Downing Street & Nick Clegg photo stream.
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In Come Dine With Me, it is widely recognised that the first contestant has the most difficult dinner to host. The competitors not only meet for the first time but they also don't know what the standard is. Once the first meal is out of the way the subsequent ones can be compared to it: in other words we need a comparison before we can make a decision.
The '99', the combination of a whipped ice cream and a Cadbury's flake, conjures up images of warmth and sunshine. It is also reassuringly soothing, making us feel good. The words conjure up images which in turn lead to positive feelings. The political parties have been working hard to create associations like these over the past few weeks.
Brown and Cameron have put their wives, Sarah and Samantha, centre stage in an attempt to soften their images and, to round them out as people. Old Etonian Cameron, well aware of his posh boy persona, has been seen at breweries and bakeries. The message is quite clear: "I drink beer and eat sliced white bread. I'm just like you". In all of these locations he is always only slightly elevated above the crowd and invariably in shirt sleeves. "I'm a worker, I am one of you" he is saying. 
Brown on the other hand launched the Labour manifesto in a yet to be opened hospital - or in other words "We are investing to improve your lives". The PM is the only party leader who completely eschews casual wear - he is always seen with a suit, the only concession he makes to relaxing it to take his tie off. The message: "This is a serious job and I never stop working for you".
To date, the exception to this has been Nick Clegg. He could be called a toff himself (he went to Westminster School), but the fact that he isn't viewed in that way is because of the power of association with the Liberal Democrats. His wife, Miriam, has tried to keep out of the fray as much as possible and the relationship that the Lib Dems have concentrated on is that of Clegg and Vince Cable - not a glamorous pairing but politically a very important one. The message "I am different".