January 2023
Intermediate to advanced
250 pages
5h 23m
English
Content preview from The Financial Times Guide to High Impact Negotiation
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CHAPTER 10
TAKING THE LEAD IN THE NEGOTIATION
‘A leader is one who knows the way, goes the way, and shows the way.’
John Maxwell
What you will discover in this chapter:
- ●The distinction between power and authority and how to establish both
- ●What are the traits of a leader-negotiator
- ●Deciding the specific roles and who does what in the negotiation
Why how you lead a negotiation is important
Negotiation is a balancing act between people and process management. Leading the human factor is a prerequisite for the success of the deal. In order to successfully conclude the negotiation, two things need to occur: the negotiated terms should be executable and a business bond between the parties should be established and reinforced. Consequently, the ...
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