Perspectives on Strategy
Abstract
The primary objective of this chapter is to simplify language and concepts of leadership and negotiations that have become complicated and ambiguous. This chapter begins by asserting that there are only three negotiation strategies. The planning process is outlined. The demand upon L-Ns to multitask, to think within the relevant context, and to realize that all strategies and tactics have shelf life is explained. Twelve negotiation conditions that improve but will not guarantee a successful negotiated outcome are outlined as are the three decisions that L-Ns can make. At the close of the chapter, the results of 26 years of leadership and negotiation research including 30,000 people from different countries ...
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