Real leaders negotiate! : gaining, using, and keeping the power to lead through negotiation /: gaining, using, and keeping the power to lead through negotiation. ([2017])

• Record Type: Book
• Further Information: Note: Jeswald W. Salacuse.
• Authors: Salacuse, Jeswald W
• 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.
• Publisher Details: New York, NY : Palgrave Macmillan
• Publication Date: 2017
• Extent: 1 online resource
• Subjects: 302.3; Business; Negotiation; Leadership; PSYCHOLOGY -- Social Psychology; Leadership; Negotiation; Business and Management; Business Strategy/Leadership; Management science; Business & Economics -- Management; Business strategy; Electronic books
• Languages: English
• ISBNs: 9781137591159; 1137591153; 1137591145; 9781137591142
• Related ISBNs: 9781137591142; 1137591145
• Notes: Note: Includes bibliographical references and index.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.