Leadership Transitions: The Watkins Collection (4 Items)

6

Organize to Improve

I

N MAKING THE JOURNEY from prospective candi-

date for VP of sales to CEO of Beta Corporation, Paul

encountered a rich range of negotiating situations—

dealing with bosses, peers, direct reports, as well as internal and

external stakeholders. As such, his experience is a representative

snapshot of the diverse negotiations you typically will encounter

in transitioning into new roles.

Thus far, we have drawn on Paul’s experience to develop a

framework that will help you better manage each negotiating

change you face in transitioning into a new role. You should

now feel well equipped to:

• Diagnose distinct types of negotiations and match strat-

egy to situation.

• Learn and influence in face-to-face interactions with

counterparts at the ...