How to Be a Positive Leader

3Negotiate Mindfully

Shirli Kopelman and Ramaswami Mahalingam

When you negotiate with people inside or outside your organization, are you able to align your emotions with your strategy? Are you able to engage in productive conversations, leading you and others toward desired positive outcomes? Many conversations you lead at work constitute a negotiation over resources. Sometimes the resource is money, but more frequently, leaders negotiate timelines, roles, responsibilities, or ideas on how to move forward. Because negotiations inherently involve both a common goal, such as joint value creation, as well as personal agendas, such as individual value claiming, they can be emotionally challenging. How do you manage the emotions that surface in such ...