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Negotiating in the Leadership Zone by Ken Sylvester

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Chapter 3

Systems-3 Leadership

Abstract

This chapter dispels two leadership myths and introduces the concept of three organizational zones: The Leadership Zone (LZ), The Management Zone (MZ), and the Production Zone (PZ). Often, if these zones remain specialized, information is guarded and organizations function below potential. Since the LZ and the PZ are consistently asking the MZ to balance out these tensions, the MZ, therefore, is often called the “tearing zone.” The Leader-Negotiator's challenge is to maintain a balanced tension between rigid specialization and organizational goals that require team competence. Understanding this three-zone organizational structure and its challenges is necessary for problem-solving, decision-making, taking ...

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