Calculation: Offering Concessions

Tim Baker

Chapter Chapter 20 in The New Influencing Toolkit, 2015, pp 191-196 from Palgrave Macmillan

Abstract: acstract The final capability supporting the calculation strategy of influence is the readiness and ability to offer important and timely concessions to a person or group that the leader is trying to influence. This is a tactic for the leader to ultimately get what they want. To do this successfully, a leader needs to be willing to be flexible at times.

Keywords: Calculation Strategy; Final Capability; Core Capability; Collaboration Strategy; Esteem Social (search for similar items in EconPapers)
Date: 2015
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-47016-4_21

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DOI: 10.1057/9781137470164_21

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