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. Mixing a readable, non-jargon approach with real-world stories and wide applicability, the authors use their 50+ years of experience as business owners, negotiation consultants, and teachers to convey the fundamental logic and strategies underlying negotiations. The results are more than convincing. Draws upon 50+ years of the authors' relevant experience to teach leaders the logic and strategy behind successful negotiationsConnects research and principles to actual events via short vignettes and extended case studiesFeatures website tools, tips, stories, and video lessons on effective negotiatingEncourages the leader in every reader INDICE: Part 1: The Leadership Zone 1: Why Do So Many Leaders Fail? 2: Do Effective Leaders Need to be Effective Negotiators? Part II: The Five Essential Skills of the Leader-Negotiator 3: Avoiding Common Psychological Cul-de-Sacs 4: Scout's Motto: Be Prepared 5: Cracking the Vault: 10 Hidden Assumptions in All Negotiations 6: Naked at the Table: Managing Your Vulnerabilities 7: The Recipe of Power: Sweet, Soft, and Hard Part III: Negotiating in Leadership Contexts 8: Leadership on the Line: Strategies for Self Preservation 9: Scorched Earth or Garden of Eden: Win-Lose to Win-Win 10: Control Freaks? Three Strategies for Managing Conflict Part IV: Practicing Your New Negotiating Skills 11: Becoming an Effective Leader-Negotiator
- ISBN: 978-0-12-800340-4
- Editorial: Academic Press
- Encuadernacion: Rústica
- Páginas: 352
- Fecha Publicación: 01/10/2015
- Nº Volúmenes: 1
- Idioma: Inglés
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