Screen LibraryNegotiating 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 toge...
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| Main Authors: | |
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| Corporate Authors: | |
| Published: |
Academic Press,
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| Publisher Address: | London : |
| Publication Dates: | [2016] |
| Literature type: | eBook |
| Language: | English |
| Subjects: | |
| Online Access: |
http://www.sciencedirect.com/science/book/9780128003404 |
| Summary: |
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 storie |
| Item Description: | Includes index. |
| Carrier Form: | 1 online resource |
| ISBN: |
9780128004104 012800410X |
| Index Number: | BF637 |
| CLC: | C912.3 |
| Contents: |
""Front Cover""; ""Negotiating in the Leadership Zone""; ""Copyright""; ""Contents""; ""Preface""; ""Acknowledgments""; ""Introduction: The Alaskan Fishing Conflicta ?A Real-Life Negotiation""; ""THE CONTEXT""; ""THE SITUATION""; ""THE STRATEGY""; ""FRAMING THE NEGOTIATION""; ""THE RESULTS""; ""SO WHAT UNDERMINED THIS STRATEGY?""; ""SO, WHAT DOES THIS HAVE TO DO WITH THIS BOOK?""; ""Section I -- The Mind of the Leader-Negotiator""; ""Chapter 1 -- The Case for the Leader-as-Negotiator""; ""INTRODUCTION: THE NEED FOR LEADERa ?NEGOTIATORS""; ""FOUR PROMINENT LEADERSHIP THEORIES"" ""EXPLAINING THE WORLD FROM ONE POINT OF VIEW IS A PERFECT FORMULA FOR FAILURE""""THE LEADERa ?NEGOTIATOR DIAGRAM""; ""Chapter 2 -- Attributes of Effective Leader-Negotiators""; ""INTRODUCTION""; ""THREE POWERS OF EFFECTIVE L-NS""; ""THE FIVE ATTRIBUTES""; ""IN CONCLUSION""; ""Chapter 3 -- Systems-3 Leadership""; ""DISPELLING TWO LEADERSHIP MYTHS""; ""THE CHALLENGE OF WHERE WE ARE: DO YOU KNOW WHAT YOU ARE LEADING? DO YOU KNOW WHAT THE CONTEXT OF YOUR ORGANIZATION IS?""; ""THE THREE ORGANIZATIONAL ZONES: THE S-3 LEADERSHIP MODEL""; ""ORGANIZATIONAL PUZZLES""; ""ZONE BLINDNESS"" ""TEAM COMPETENCE""""Section II -- dentifying Assumptions using Effective Questioning (EQ)""; ""Chapter 4 -- Introduction to Effective Questioning (EQ)""; ""INTRODUCTION: CONTEXTUAL INTELLIGENCE""; ""WHAT IS EFFECTIVE QUESTIONING AND HOW IS IT USED?""; ""IS EQ A SOLUTION FOR ALL LEADERSHIP DEMANDS?""; ""APPLICATION OF EQ""; ""WHEN SOLVING PROBLEMS, WHAT NEEDS TO BE SEEN? THE ORGANIZATIONa ?S ROOT SYSTEM""; ""WHAT IS THE CAUSE FOR 433 ORGANIZATIONAL FAILURES?""; ""WHAT IS THE IMPORTANCE OF QUESTIONS VERSUS STATEMENTS?""; ""SIX CORE PRINCIPLES OF EQ"" ""Chapter 5 -- Using Effective Questioning Strategically""""THINKING AND PERCEPTION""; ""AVOIDING OVERSIMPLIFICATION""; ""GENERATING ALTERNATIVES""; ""TWO INTERCONNECTED, YET DISTINCT COMPONENTS OF EQ""; ""DATA COLLECTION AND CLASSIFICATION""; ""THE NINE ASSUMPTIONS THAT RESULT IN THINKING ERRORS""; ""APPLYING EQ""; ""THE NIAGARA-MEDINA EXERCISE""; ""Chapter 6 -- Wina ?Win and Wina ?Lose in the Leadership Zone""; ""AN INTRODUCTION TO THE WINa ?WIN AND WINa ?LOSE PHILOSOPHIES""; ""SO WHERE ARE YOU?""; ""A COMPARISON OF COMPETITIVE AND COLLABORATIVE ORGANIZATIONS"" ""HOW TO IMPLEMENT A COLLABORATIVE NEGOTIATION""""Section III -- Negotiating in the Leadership Zone""; ""Chapter 7 -- The Power and Influence of Frames""; ""WHAT IS A FRAME? FRAMES ARE MENTAL MODELS""; ""FRAME RECOGNITION""; ""THE AWESOME POWER OF THE LISTENING EAR: SIX FRAMES THAT FILTER INFORMATION""; ""EVERYTHING IS CONTEXT-DEPENDENT""; ""SHIFTING FRAMES""; ""FOUR FRAMES AND REFRAMES""; ""RARELY IS A SINGLE FRAME ADEQUATE FOR SOLVING COMPLEX PROBLEMS""; ""REVIEW: ONE-SIZE DOES NOT FIT ALL""; ""RETURN TO KANSAS""; ""Chapter 8 -- Perspectives on Strategy""; ""THE BULLETPROOF LEADER-NEGOTIAT |