Real Leaders Negotiate

Jeswald W. Salacuse

Chapter 6 in Negotiating Life, 2013, pp 55-72 from Palgrave Macmillan

Abstract: Abstract Many managers view negotiation as a tool to use outside the organization to deal with customers, suppliers, and creditors. By contrast, inside the organization, “It’s my way or the highway.” According to conventional wisdom, managing people requires the tried and true leadership qualities of charisma, vision, and presence—not negotiation skills. Real leaders just don’t negotiate.

Keywords: Sexual Harassment; Initial Public Offering; Winning Coalition; Effective Leadership; World Leader (search for similar items in EconPapers)
Date: 2013
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-31874-9_6

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DOI: 10.1057/9781137318749_6

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