© Scotwork NA

Missing Ingredient

Published: Apr 09 , 2018
Author: Brian Buck

“Can you coach at the tournament?” My daughter’s club volleyball team was in a bind. Their head coach was out sick and all the other coaches were committed to tournaments that same weekend. Since I occasionally help out at practice, I was asked to step in. If I didn’t, the girls would have to forfeit. The problem is, volleyball is not my sport. I grew up playing all kinds of other sports - not volleyball. I did coach girl’s softball for a number of years but no real volleyball experience other than cheering for my girls while they played.

I agreed to step in because, as a dad, I didn’t want to let my daughter down. However, as a coach and someone who doesn’t like to lose, I was petrified. What happened that day will stay with me and those girls forever.

In preparation for the tournament I did my homework about the team, furiously tried to bolster my limited volleyball knowledge, and even researched the opponents that we were going to play. Even with all that preparation I was still nervous and feeling very unsure of how I would be able to help these girls.

The night before the tournament I was restless; couldn’t sleep. I woke up and the movie “Miracle” about the 1980’s US Olympic hockey team was on and I started watching. The speech that Kurt Russell as Herb Brooks gives sparked something, “Great moments are born from great opportunity, and that's what you have here tonight, boys. That's what you've earned here tonight. One game; if we played them ten times, they might win nine. But not this game, not tonight. Tonight, we skate with them. Tonight we stay with them, and we shut them down because we can. Tonight, we are the greatest hockey team in the world.”

That’s when it hit me that in order for me to help the girls, I had to believe that I could. Even though I had limited volleyball knowledge, I had to believe that I could coach these girls. Otherwise, they would see the doubt and fear in me and that would impact them.

With all the confidence and belief I could muster, I walked into the tournament ready as I would ever be to coach. In our first game the girls started 0-7; not a single point scored. I could see them doubting themselves, I could see them not believing and starting to accept a reality that 0-7 will turn into a loss. I called a timeout and brought them together for my own Herb Brooks speech to them. It went something like, “The only difference between you and them right now is that they believe more than you do. They are not better skillswise. They have not worked harder than you. They are not a better team. But they believe they are. Now it’s your turn to believe in yourself and show them how unstoppable you are when you believe in yourself.”

The girls left the huddle and rattled off 10 consecutive points and went on to win that game. In fact, they went on to beat the #1 team, the #2 team and finished the tournament in second place. I was so proud of them.

Belief is so important to everything we do. Same is true for negotiators. If you walk into a negotiation believing you will lose, you more than likely will. But if you believe that you can win, then you have a chance. If you combine belief with preparation and honed skills you can be unstoppable.

Next time you walk into a tough negotiation, remember what Al Michael asked all of us back in 1980, “Do you believe in miracles?” Answer, “yes!”


Do You Believe?

Scotwork has been helping people gain confidence, control, and power in their negotiations for over 40 years. We believe we can help any negotiator be better. It doesn’t matter the skill level - novice to expert. It doesn’t matter if you on the front lines or in the executive suite. Scotwork can make you a better negotiator.

Talk to one of our negotiation experts today to find out how >> click here


Brian Buck_website2.jpg

About the author:

Brian Buck
As an entrepreneur, business owner, and Fortune 500 business executive, Brian has spent his career building winning teams and driving successful companies. Brian has spent the last 20 years within the marketing and advertising industry developing successful consumer engagement marketing strategies for trusted brands such as Google, Amazon, Samsung, Virgin Mobile, Microsoft and Sony.

Read more about Brian Buck

More posts by Brian Buck

Latest Blog:

All Alone

Strength in numbers… Teamwork makes the dream work... We are better together… We’ve all heard these sayings about the virtues of working together. So much so, it’s often frowned upon when we work in our “silos”. But let’s face it, sometimes we can’t always work in teams to get a job done. At Scotwork we embrace and advocate a team approach to negotiations, but what do you do when you are all by yourself at the negotiation table?

Latest Tweet:

Scotwork North America

Follow us