CHAPTER 10
The Strategic Leader as Negotiator
I have come to believe that negotiation is the single most important skill that leaders exercise during their transitions to new roles.
—MICHAEL WATKINS, SHAPING THE GAME
Leadership is, and always has been, a main emphasis of instruction in the Army and at the U.S. Army War College. As Watkins’ statement above makes clear, negotiation is an important aspect of leadership. It may not be the most important skill, but it certainly is one of the most important. This chapter examines the topic of negotiation and negotiating and how the Army War College incorporates it into its core course on strategic leadership.
The U.S. Army has approached the study of leadership using a three-tiered ...
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