Real Leaders Negotiate! PDF
By:Jeswald W. Salacuse
Published on 2017-07-11 by Springer
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.
This Book was ranked at 35 by Google Books for keyword Negotiation.
Book ID of Real Leaders Negotiate!'s Books is _k0sDwAAQBAJ, Book which was written byJeswald W. Salacusehave ETAG "/+04eeRbSXs"
Book which was published by Springer since 2017-07-11 have ISBNs, ISBN 13 Code is 9781137591159 and ISBN 10 Code is 1137591153
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Book which have "235 Pages" is Printed at BOOK under CategoryBusiness and Economics
Book was written in en
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