Tag: leadership

  • The best-kept secrets of non-leader negotiators

    My last post discussed how organizational leaders negotiate. But a nettlesome fact remains: Many of us are not leaders! We find ourselves farther down the food chain, sometimes much farther. So a nettlesome question remains: How can non-leaders negotiate? Since the practices of the most effective non-leader negotiators can make many people’s lives negotiable, let’s…

  • How do leaders negotiate? Little like we imagine

    When most people think of negotiations, they think of brief meetings in which two people angle toward an eventual decision. Which price? What features? How many days of vacation? Whatever the specifics, an intense discussion increasingly narrows the gap between the demands made by two parties, who ultimately make a decision. But anyone who leads…

  • How do negotiators lead?

    How do negotiators lead? Even the question sounds strange, as one negotiator is not really following the other. Nevertheless, negotiations need leaders. Indeed, the negotiator who leads is often the negotiator who triumphs. And leading in negotiations can often make your own life more negotiable. So what exactly does leadership in negotiation entail? In my…