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

• Main Author: Salacuse, Jeswald W. (Author)
• Format: Electronic eBook
• Language: English
• Published: New York, NY : Palgrave Macmillan, [2017]
• Subjects: Negotiation.; Leadership.; elektronické knihy; electronic books
• ISBN: 9781137591159; 9781137591142
• Physical Description: 1 online resource

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 stro...

Table of 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.