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Negotiating in the Leadership Zone
Expertly addresses negotiating skills across multiple organizational contexts and as a key component of leadership.
Ken Sylvester (Author)
9780128003404, Elsevier Science
Paperback, published 17 September 2015
248 pages
22.9 x 15.1 x 1.7 cm, 0.39 kg
"Negotiation in the Leadership Zone is an essential tool for any organizational leader, whether you are a new manager eager to develop and broaden your business skills, or an experienced executive. To induce people to follow your lead, you must be a good negotiator. The five attributes of Leader-Negotiator that Sylvester so insightfully presents are something every manager must possess." --Gordana Dobrijevi, Univerzitet Singidunum
Negotiating in the Leadership Zone expertly addresses the question: How do leaders become better negotiators? Much has been written about leadership, and negotiating skills have long been the subject of academics and business consultants. This book successfully brings negotiation and leadership together for the first time, building separate insights about them into practical, applied lessons and tools that can be used immediately. Leaders will find unique cases, examples, and insights for high-stakes and routine negotiations alike. Mixng a readable, non-jargon approach with real-world stories and wide applicability, the author's use of 50+ years of experience as a business owner, negotiation consultant, and teacher to convey the fundamental logic and strategies underlying negotiations. The results are more than convincing.
Section I – The Mind of the Leader-Negotiator 1. The Case for the Leader-as-Negotiator 2. Attributes of Effective Leader-Negotiators 3. Systems-3 Leadership Section II – Identifying Assumptions using Effective Questioning (EQ) 4. Introduction to Effective Questioning (EQ) 5. Using Effective Questioning Strategically 6. Win-Win and Win-Lose in the Leadership Zone Section III – Negotiating in the Leadership Zone 7. The Power and Influence of Frames 8. Perspectives on Strategy 9. Perspectives on the Use of Tactics-Refer to Appendix D: Thirty Tactics. 10. Troubleshooting the Collaborative Process Section IV – Managing Conflict 11. The Context of Conflict 12. Diagnosing and Managing Conflict Section V – Hidden Traps 13. Closing Words: Hidden Traps Section VI - Appendices
Subject Areas: Business negotiation [KJN], Business strategy [KJC], Occupational & industrial psychology [JMJ]
