Negotiating in the Leadership Zone

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.

Draws upon 50+ years of the authors' relevant experience to teach leaders the logic and strategy behind successful negotiationsConnects research and principles to actual events via short vignettes and extended case studiesFeatures website tools, tips, stories, and video lessons on effective negotiatingEncourages the leader in every reader

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