Negotiating in the Leadership Zone

Erscheinungsjahr 2015
ISBN: 978-0-12-800340-4
Verlag: Elsevier Science

Buch, Englisch, 248 Seiten, Format (B × H): 151 mm x 228 mm, Gewicht: 396 g

Negotiating in the Leadership Zone expertly addresses the question: How do leaders become better negotiators? Much has been written about leadership, and negotiating skills have long been the subject of academics and business consultants. This book successfully brings negotiation and leadership together for the first time, building separate insights about them into practical, applied lessons and tools that can be used immediately.

Leaders will find unique cases, examples, and insights for high-stakes and routine negotiations alike. Mixng a readable, non-jargon approach with real-world stories and wide applicability, the author's use of 50+ years of experience as a business owner, negotiation consultant, and teacher to convey the fundamental logic and strategies underlying negotiations. The results are more than convincing.

Autoren/Hrsg.

Sylvester, Ken

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Management Verhandlungen
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Management: Führung & Motivation

Inhaltsverzeichnis

Section I - The Mind of the Leader-Negotiator

1. The Case for the Leader-as-Negotiator

2. Attributes of Effective Leader-Negotiators

3. Systems-3 Leadership

Section II - Identifying Assumptions using Effective Questioning (EQ)

4. Introduction to Effective Questioning (EQ)

5. Using Effective Questioning Strategically

6. Win-Win and Win-Lose in the Leadership Zone

Section III - Negotiating in the Leadership Zone

7. The Power and Influence of Frames

8. Perspectives on Strategy

9. Perspectives on the Use of Tactics-Refer to Appendix D: Thirty Tactics.

10. Troubleshooting the Collaborative Process

Section IV - Managing Conflict

11. The Context of Conflict

12. Diagnosing and Managing Conflict

Section V - Hidden Traps

13. Closing Words: Hidden Traps

Section VI - Appendices

Über Autor(innen)

Sylvester, Ken
Dr. Sylvester has more than 40+ years of experience as a leadership and management consultant and professional negotiator in the areas of business, production, law, education, government, and the non-profit sector.

He has consulted and negotiated for organizations such as Microsoft, Google, the National Basketball Association (NBA), the National Football League (NFL), Boeing, the National Collegiate Athletic Association (NCAA), the U.S. Attorney's Office, Nike, Mercy Corps,
Coca-Cola, Edison Electric, Samsung, various government agencies, and others.

While President of Organization Strategy Institute, Inc., from 1988 - 2013, he worked with several international businesses - including those in Canada, France, Germany, Britain, Wales, Belgium, Ireland, Scotland, Austria, Italy, Greece, Hungary, Poland, Czech Republic, Russia, Beijing, Shanghai, Hong Kong, Japan, South Korea, Taiwan, Argentina, Brazil, Columbia, Peru, Venezuela, Ecuador, Philippines, Australia, New Zealand, and Mexico.

Dr. Sylvester educational background includes a Doctorate in Leadership and Management, Seattle University; Master of Science in Organizational Systems and Management, Pacific Lutheran University; Executive degree, Operational Management and Production, Stanford University; Bachelor of Science in Health and Education, Pacific University.