A Growth vs. Fixed Mindset for Leaders and Negotiators

Two years ago my friend Sheila Heen told me about the idea of a Growth mindset vs. a Fixed mindset as espoused by Dr. Carol Dweck. Dweck, who is a Professor of Psychology at Stanford University, developed the idea as part of her research into human motivation, personality, and development. Lets take a look at this idea and then connect it to leadership and negotiation.

According to Dweck, a mindset is a self-perception or “self-theory” that people hold about themselves. Believing that you are either “smart” or “stupid” is a basic example of a mindset. Now add in the concepts of Fixed and Growth ways of thinking. Dweck describes it this way, “In a Fixed mindset, people believe their basic qualities, like their intelligence or talent, are simply fixed traits. They spend their time documenting their intelligence or talent instead of developing them. They also believe that talent alone creates success—without effort.” In contrast, Dweck explains that a Growth mindset is when “... people believe that their most basic abilities can be developed through dedication and hard work—brains and talent are just the starting point. This view creates a love of learning and a resilience that is essential for great accomplishment." Importantly, those who adhere to the notion of Growth mindsets view challenges and failures as opportunities to improve their learning and skills.

So, you might ask, what does all this have to do with leadership and negotiation? From my perspective it is quite clear. Leaders and negotiators who have a Fixed mindset may see themselves as born leaders or natural negotiators. While it is true that people are born with certain biological tendencies that aid in leadership and negotiation, if one believes they are just naturals in these realms they are very likely to fail when they run into problems and challenges. When they do hit these bumps in the road they either give up or they find ways of blaming others. If success happens it was do to them and their gifts.

Contrast that with a Growth mindset leader or negotiator. They see problems and challenges as obstacles to be overcome through creative solutions and hard work. There is a tenacity and resilience to the best leaders and negotiators. When they fail they put that situation on the failure pile, learn from it, and move on...taking valuable lessons for their next leadership or negotiation conundrum. A good friend of mine -- an excellent negotiator -- uses the metaphor of "rolling up his sleeves" anytime things get difficult. What he means is that everyone just needs to try harder and they will find a unique solution to that problem. And 9 times out of 10 he does.

In sum, give me hard work and resilience over an intelligent mind any day of the week...I will take my chances with that.