- Show your product is better than a competitor?
- Justify a bold business decision?
I have had the privilege of working with the University of Canterbury MBA Leadership paper over the last five years. One of the highlights is reading about people's leadership journeys over the course of the programme and seeing the wins from people moving from problem solving to growing their people and their capabilities. Jeff Wetzler, author of Ask: Tap into the Hidden Wisdom of People Around You for Unexpected Breakthroughs in Leadership and Life, suggests when walking into high-stakes conversations are you focused on winning … or learning? If your mind’s racing with rebuttals and rehearsed lines, pause. Before you speak, do a quick “Curiosity Check.” It takes five minutes — and it can change everything. Jeff calls this a mindset reset. Instead of gearing up for battle, you shift from defensive certainty to genuine curiosity. That shift opens the door to insight, connection, and breakthrough. Here’s how to do it:
A great interview with Gilbert Enoka, who has studied sports psychology and worked with a number of top teams. In his book, Become Unstoppable, he posits that great leaders are Vikings - they have fierce determination (the same as Level 5 Leadership) but with a mother's heart. This echo's Brene Brown, 'a strong back and a soft front' or Dr Lester Levy's 'the mind of a manager and the soul of a leader'. These are great analogies for the need for leaders to have drive and direction but the compassion and willingness to engage with people and build relationships. In her book Cues, Vanessa Van Edwards suggests having this combination of warmth and competence is what people admire and see as charisma. It is striking how far we have come in terms of our acceptance of these techniques. When Gilbert Enoka started working with top rugby teams in the 80s, the idea of a 'mental skills coach' was frowned upon. So much so that when he was with a Canterbury team in the late 80s , he had to be disguised as a masseur whenever senior rugby officials were around!
When there’s uncertainty, distress tends to follow. Our brains are hardwired for certainty. Evolutionarily speaking, predictability was what kept us alive, and our amygdala can perceive uncertainty as a threat, which kicks off the stress response. A few years ago, it was the pandemic. More recently, it’s been the shifting political climate resulting in unpredictability, financial uncertainty, job loss, tariffs, international events to name but a few.
In January 2025, Gallup found employee engagement hit its lowest point in a decade. One data point says only 39% of employees strongly agreed that someone at work cares for them as a person. And findings from the human capital management firm Workhuman show 30% feel “invisible.” Feeling unnoticed is antithetical to engagement and satisfaction at work. Writing in the Harvard Business Review, Zach Mercurio, author of The Power of Mattering, offers advice for leaders who need to be better noticers:
Stories are powerful tools in communication, and adding an analogy can be a game-changer.
“Life is like a box of chocolates.”
“Like re-arranging the deck chairs on the Titanic.”
“Like putting lipstick on a pig.”
Analogy turns abstract into obvious. It gives shape to fuzzy concepts, making them feel familiar. It connects emotion to reason. So instead of pushing someone to “just understand,” you guide them with comparison, clarity, and context.
Jesper Sorenson, of the Stanford Graduate School of Business, says, “An analogy very quickly gives people a way of structuring their thinking around an otherwise vague idea.” He and his colleague Glenn Carroll teach MBA students to employ analogies in their presentations because they “are more intuitive than other forms of logical reasoning.”
They point out that it is hard to inspire action around a vague, generalized idea. But analogy is a tool that can help people conceptualise in a more concrete manner.
Want to craft a great analogy? Here’s a quick two-step process:
Know Your Destination: Start with your goal — it’s the anchor for your analogy. What point are you trying to make?
Another great share from the Glasers.
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