Real Leaders Negotiate!: Gaining, Using, And Keeping The Power To
Lead Through Negotiation

Product Description

This book examines the central role of negotiation in gaining exercising & retaining leadership within organizations large & small public & 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 & 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 & 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; & 3) leadership preservation & 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 & fall of Carly Fiorina at Hewlett-Packard the skillful negotiations by Warren Buffet to save Salomon Brothers from extinction & the successful efforts by the partners at Goldman Sachs to negotiate a new vision & direction for that financial giant Leaders & managers should pick up this book to learn how effective negotiation is essential to both gaining & exercising leadership & to overcoming threats to a leader's position