Real Leaders Negotiate! Gaining, Using, and Keeping the Power to Lead Through Negotiation /

This book examines the central role of negotiation in gaining, exercising, and retaining leadership within organizations, large and small, public and private. Its aim is to instruct readers on the way to use negotiation to lead effectively. For far too long conventional wisdom has proposed that stro...

Πλήρης περιγραφή

Λεπτομέρειες βιβλιογραφικής εγγραφής
Κύριος συγγραφέας: Salacuse, Jeswald W. (Συγγραφέας)
Συγγραφή απο Οργανισμό/Αρχή: SpringerLink (Online service)
Μορφή: Ηλεκτρονική πηγή Ηλ. βιβλίο
Γλώσσα:English
Έκδοση: New York : Palgrave Macmillan US : Imprint: Palgrave Macmillan, 2017.
Θέματα:
Διαθέσιμο Online:Full Text via HEAL-Link
LEADER 02901nam a22003975i 4500
001 978-1-137-59115-9
003 DE-He213
005 20170802141745.0
007 cr nn 008mamaa
008 170711s2017 xxu| s |||| 0|eng d
020 |a 9781137591159  |9 978-1-137-59115-9 
024 7 |a 10.1057/978-1-137-59115-9  |2 doi 
040 |d GrThAP 
050 4 |a HD28-70 
072 7 |a KJC  |2 bicssc 
072 7 |a BUS041000  |2 bisacsh 
082 0 4 |a 658.4092  |2 23 
100 1 |a Salacuse, Jeswald W.  |e author. 
245 1 0 |a Real Leaders Negotiate!  |h [electronic resource] :  |b Gaining, Using, and Keeping the Power to Lead Through Negotiation /  |c by Jeswald W. Salacuse. 
264 1 |a New York :  |b Palgrave Macmillan US :  |b Imprint: Palgrave Macmillan,  |c 2017. 
300 |a XI, 235 p. 1 illus.  |b online resource. 
336 |a text  |b txt  |2 rdacontent 
337 |a computer  |b c  |2 rdamedia 
338 |a online resource  |b cr  |2 rdacarrier 
347 |a text file  |b PDF  |2 rda 
520 |a This book examines the central role of negotiation in gaining, exercising, and retaining leadership within organizations, large and small, public and private. Its aim is to instruct readers on the way to use negotiation to lead effectively. For far too long conventional wisdom has proposed that strong leaders refuse to negotiate, viewing negotiation as a sign of weakness.  Leading people requires charisma, vision, and a commanding presence, not the tricks for making deals. For many executives, negotiation is a tool to use outside the organization to deal with customers, suppliers, and creditors. Inside the organization, it’s strictly “my way or the highway.” Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases of the leadership lifecycle: 1) leadership attainment, 2) leadership action; and 3) leadership preservation and loss. Drawing on experience in wide variety of settings, including the author’s own leadership positions, the book will examine high profile leadership cases such as the rise and fall of Carly Fiorina at Hewlett-Packard, the skillful negotiations by Warren Buffet to save Salomon Brothers from extinction, and the successful efforts by the partners at Goldman Sachs to negotiate a new vision and direction for that financial giant. Leaders and managers should pick up this book to learn how effective negotiation is essential to both gaining and exercising leadership and to overcoming threats to a leader’s position. 
650 0 |a Business. 
650 0 |a Leadership. 
650 1 4 |a Business and Management. 
650 2 4 |a Business Strategy/Leadership. 
710 2 |a SpringerLink (Online service) 
773 0 |t Springer eBooks 
776 0 8 |i Printed edition:  |z 9781137591142 
856 4 0 |u http://dx.doi.org/10.1057/978-1-137-59115-9  |z Full Text via HEAL-Link 
912 |a ZDB-2-BUM 
950 |a Business and Management (Springer-41169)