14. Speed-Reading Personalities, Negotiating Win-Win Outcomes, Building Alliances

In life you get what you negotiate for, not what you want or deserve.

—Dr. Chester L. Karrass

God’s gift to us is life. Our gift back is how we live that life. So ask yourself, What am I giving?

—Les Brown, Jr.

Learning Objective

After completing this section of the course, you will be able to understand the tenets of basic personality style indicators, power negotiation, and how to forge alliances for organizational survival.

To effectively pull together resources and lead people of differing need levels and perspectives, managerial leaders need to possess or understand the tenets of basic personality (or social) style indicators, power negotiation, and how to ...

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