“Authority and leadership are not always the same thing.”
This idea was explored in the recent webinar, Moving to “Yes” When You Don’t Hold the Power, hosted by Dr. Beth Fisher-Yoshida and featuring Reese Fayde, founder of Living Cities and a real estate expert with more than 30 years of experience. During the session, Fayde shared practical strategies for negotiating and leading effectively.
In particular, the discussion focused on how professionals can advance ideas, build consensus, and navigate organizational dynamics when formal decision-making authority rests elsewhere. One key approach involved asking thoughtful, disarming questions to better understand the concerns of those in leadership positions. Fayde suggested prompts such as, “I’m not sure I understand the pressures you’re facing, could you explain?” Questions like these can reduce defensiveness, build trust, and reveal underlying challenges. She also emphasized the importance of documenting agreements clearly, noting that written confirmation can subtly reinforce accountability and cooperation.
Fayde explained that leaders are often constrained by systems, expectations, and institutional habits inherited from their predecessors, which can limit flexibility and decision-making. To navigate these dynamics, she advocates a framework grounded in clarity, strategy, and courage. She stressed that clarity develops gradually over time and that individuals must first understand their own priorities and objectives before attempting to influence others.
Ultimately, Fayde argued that while power may be situational, influence is relational. Meaningful leadership does not depend on holding the highest title or dominating the conversation. Leading from behind can be equally effective. Through preparation, service, and authentic relationship-building, individuals can transform a no into a not yet, and eventually a yes, regardless of where they sit at the table.
The session emphasized that influence is built through preparation, relationship-building, and a clear understanding of organizational priorities.
About the Program
Columbia University’s Master of Science in Negotiation and Conflict Resolution prepares students to analyze the root causes and dynamics of conflict and to transform disputes through reasoned and resourceful interventions. The program focuses on developing self-awareness, tenacity, and interpersonal competency; building common ground; opening lines of communication; ensuring representation and recognition, and building sustainable possibilities for resolution.
The program has on-campus and online (with residency) modality options. Learn more about the program here.
