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Real leaders negotiate! : gaining, using, and keeping the power to lead through negotiation

Author: Jeswald W Salacuse
Publisher: New York, NY : Palgrave Macmillan, [2017]
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
This book examines the central role of negotiation in gaining, exercising, and retaining leadership within organizations, large and small, public and private. Its aim is to instruct readers on the way to use negotiation to lead effectively. For far too long conventional wisdom has proposed that strong leaders refuse to negotiate, viewing negotiation as a sign of weakness. Leading people requires charisma, vision,  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Salacuse, Jeswald W.
Real leaders negotiate!.
New York, NY : Palgrave Macmillan, [2017]
(OCoLC)973920036
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Jeswald W Salacuse
ISBN: 9781137591159 1137591153 1137591145 9781137591142
OCLC Number: 993755936
Description: 1 online resource
Contents: Real Leaders Negotiate!; Real Leaders Negotiate!; Preface; Contents; List of Figures; 1 Leadership and Negotiation --
Dichotomies and Definitions; The Dichotomy between Leadership and Negotiation; Searching for the Meaning of Leadership; Defining Negotiation; Negotiation and Leadership: A Definitional Comparison; Negotiating the Three Phases of the Leadership Lifecycle; Part I Leadership Acquisition: Negotiating the Roads to Leadership; 2 Negotiating Leadership Positions; The Dual Roads to Leadership; Negotiating a Leadership Deal in Texas; The Leadership Deal Negotiation Agenda. The Nature of Leadership PositionsNegotiating the Leadership Position; The Drivers of Leadership Deal Negotiations; Organizational Needs for Leadership; The Interests and Conditions of Leadership Candidates; The Processes of Leadership Deal Negotiations; The Rules of Leadership Selection; Traveling the Road to Magic Kingdom Leadership; Negotiating Lessons from the Magic Kingdom; First, Curb Your Enthusiasm; Second, Know What Your Organization Really Needs; Third, Create a Search Committee; Fourth, Develop Options; Finally, Pave the Way for the New Leader; 3 Negotiating Leadership Roles. The Second Leadership DealA Theory of Roles; A Case of Academic Role Negotiation; Lessons for Negotiating Leadership Roles; Part II Leadership Action: Negotiating the Leadership Road; 4 The Seven Tasks of Leadership; Demand-Side Leadership; Warren Buffett: A Negotiating Leader; 5 Negotiating Direction; Direction Determination: Negotiating the Vision; Direction Commitment: Negotiating to Stay the Course; Negotiating Oversight and Adjustment; Negotiating a Vision for Goldman Sachs; Goldman Searches for a New Direction; Goldman Continues the Search for a New Direction. Goldman Finally Negotiates a New DirectionBasic Principles for Negotiating a Direction; (1) Determine a direction for an organization by structuring and conducting a campaign of negotiations and conversations; (2) Develop a fair process for conducting the negotiation about direction; (3) Establish a fair process that includes the opportunity for followers' genuine participation and decisions based on acceptable principles and standards; (4) Once you have established a process, use it genuinely to help determine a direction for your organization. (5) One of a leader's primary functions is to frame and ask the right questions(6) Discern patterns of deference; (7) The process of effective direction setting is actually a multilateral negotiation; 6 Negotiating Community; The Leader as Community Developer; Community Building from the Demand Side; Negotiating a Sense of "We"; Preparing to Negotiate Community; Barriers to Community; (1) No Perceived Common Interests; (2) Lack of a Felt Shared History; (3) Too Much Bad History; (4) Poor Internal Communication; (5) Cultural Differences; (6) Spoilers; (7) Divide-and-Conquer Leadership.
Responsibility: Jeswald W. Salacuse.

Abstract:

This book examines the central role of negotiation in gaining, exercising, and retaining leadership within organizations, large and small, public and private. Its aim is to instruct readers on the way to use negotiation to lead effectively. For far too long conventional wisdom has proposed that strong leaders refuse to negotiate, viewing negotiation as a sign of weakness. Leading people requires charisma, vision, and a commanding presence, not the tricks for making deals. For many executives, negotiation is a tool to use outside the organization to deal with customers, suppliers, and creditors. Inside the organization, it's strictly "my way or the highway." Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases of the leadership lifecycle: 1) leadership attainment, 2) leadership action; and 3) leadership preservation and loss. Drawing on experience in wide variety of settings, including the author's own leadership positions, the book will examine high profile leadership cases such as the rise and fall of Carly Fiorina at Hewlett-Packard, the skillful negotiations by Warren Buffet to save Salomon Brothers from extinction, and the successful efforts by the partners at Goldman Sachs to negotiate a new vision and direction for that financial giant. Leaders and managers should pick up this book to learn how effective negotiation is essential to both gaining and exercising leadership and to overcoming threats to a leader's position.

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