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Real Leaders Negotiate!; Real Leaders Negotiate!; Preface; Contents; List of Figures; 1 Leadership and Negotiation
Dichotomies and Definitions; The Dichotomy between Leadership and Negotiation; Searching for the Meaning of Leadership; Defining Negotiation; Negotiation and Leadership: A Definitional Comparison; Negotiating the Three Phases of the Leadership Lifecycle; Part I Leadership Acquisition: Negotiating the Roads to Leadership; 2 Negotiating Leadership Positions; The Dual Roads to Leadership; Negotiating a Leadership Deal in Texas; The Leadership Deal Negotiation Agenda
The Nature of Leadership PositionsNegotiating the Leadership Position; The Drivers of Leadership Deal Negotiations; Organizational Needs for Leadership; The Interests and Conditions of Leadership Candidates; The Processes of Leadership Deal Negotiations; The Rules of Leadership Selection; Traveling the Road to Magic Kingdom Leadership; Negotiating Lessons from the Magic Kingdom; First, Curb Your Enthusiasm; Second, Know What Your Organization Really Needs; Third, Create a Search Committee; Fourth, Develop Options; Finally, Pave the Way for the New Leader; 3 Negotiating Leadership Roles
The Second Leadership DealA Theory of Roles; A Case of Academic Role Negotiation; Lessons for Negotiating Leadership Roles; Part II Leadership Action: Negotiating the Leadership Road; 4 The Seven Tasks of Leadership; Demand-Side Leadership; Warren Buffett: A Negotiating Leader; 5 Negotiating Direction; Direction Determination: Negotiating the Vision; Direction Commitment: Negotiating to Stay the Course; Negotiating Oversight and Adjustment; Negotiating a Vision for Goldman Sachs; Goldman Searches for a New Direction; Goldman Continues the Search for a New Direction
Goldman Finally Negotiates a New DirectionBasic Principles for Negotiating a Direction; (1) Determine a direction for an organization by structuring and conducting a campaign of negotiations and conversations; (2) Develop a fair process for conducting the negotiation about direction; (3) Establish a fair process that includes the opportunity for followers' genuine participation and decisions based on acceptable principles and standards; (4) Once you have established a process, use it genuinely to help determine a direction for your organization
(5) One of a leader's primary functions is to frame and ask the right questions(6) Discern patterns of deference; (7) The process of effective direction setting is actually a multilateral negotiation; 6 Negotiating Community; The Leader as Community Developer; Community Building from the Demand Side; Negotiating a Sense of "We"; Preparing to Negotiate Community; Barriers to Community; (1) No Perceived Common Interests; (2) Lack of a Felt Shared History; (3) Too Much Bad History; (4) Poor Internal Communication; (5) Cultural Differences; (6) Spoilers; (7) Divide-and-Conquer Leadership
Dichotomies and Definitions; The Dichotomy between Leadership and Negotiation; Searching for the Meaning of Leadership; Defining Negotiation; Negotiation and Leadership: A Definitional Comparison; Negotiating the Three Phases of the Leadership Lifecycle; Part I Leadership Acquisition: Negotiating the Roads to Leadership; 2 Negotiating Leadership Positions; The Dual Roads to Leadership; Negotiating a Leadership Deal in Texas; The Leadership Deal Negotiation Agenda
The Nature of Leadership PositionsNegotiating the Leadership Position; The Drivers of Leadership Deal Negotiations; Organizational Needs for Leadership; The Interests and Conditions of Leadership Candidates; The Processes of Leadership Deal Negotiations; The Rules of Leadership Selection; Traveling the Road to Magic Kingdom Leadership; Negotiating Lessons from the Magic Kingdom; First, Curb Your Enthusiasm; Second, Know What Your Organization Really Needs; Third, Create a Search Committee; Fourth, Develop Options; Finally, Pave the Way for the New Leader; 3 Negotiating Leadership Roles
The Second Leadership DealA Theory of Roles; A Case of Academic Role Negotiation; Lessons for Negotiating Leadership Roles; Part II Leadership Action: Negotiating the Leadership Road; 4 The Seven Tasks of Leadership; Demand-Side Leadership; Warren Buffett: A Negotiating Leader; 5 Negotiating Direction; Direction Determination: Negotiating the Vision; Direction Commitment: Negotiating to Stay the Course; Negotiating Oversight and Adjustment; Negotiating a Vision for Goldman Sachs; Goldman Searches for a New Direction; Goldman Continues the Search for a New Direction
Goldman Finally Negotiates a New DirectionBasic Principles for Negotiating a Direction; (1) Determine a direction for an organization by structuring and conducting a campaign of negotiations and conversations; (2) Develop a fair process for conducting the negotiation about direction; (3) Establish a fair process that includes the opportunity for followers' genuine participation and decisions based on acceptable principles and standards; (4) Once you have established a process, use it genuinely to help determine a direction for your organization
(5) One of a leader's primary functions is to frame and ask the right questions(6) Discern patterns of deference; (7) The process of effective direction setting is actually a multilateral negotiation; 6 Negotiating Community; The Leader as Community Developer; Community Building from the Demand Side; Negotiating a Sense of "We"; Preparing to Negotiate Community; Barriers to Community; (1) No Perceived Common Interests; (2) Lack of a Felt Shared History; (3) Too Much Bad History; (4) Poor Internal Communication; (5) Cultural Differences; (6) Spoilers; (7) Divide-and-Conquer Leadership