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Negotiating in the Leadership Zone by Ken Sylvester

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Chapter 6

Win–Win and Win–Lose in the Leadership Zone

Abstract

Knowledge of the distinctive characteristics of competition and collaboration enables the Leader-Negotiator (L-N) to identify the philosophical nature of a negotiation. This would be the first and most significant decision an L-N can make. This decision determines whether the negotiation will be characterized by a competitive philosophy (Win–Lose), a collaborative philosophy (synergistic or Win–Win), or a combination of these two philosophies. The importance of this decision is that each of these philosophical frames results in very different negotiation approaches and potential long-term outcomes.

Keywords

Collaborative; Competitive; Leader; Negotiation; Negotiator; Strategy; Win–Lose; ...

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