Real Leaders Negotiate - Deepstash

Bite‑sized knowledge

to upgrade

your career

Ideas from books, articles & podcasts.

published 10 ideas

Real Leaders Negotiate

hbr.org

The conventional wisdom is dead wrong. Leadership frequently does require negotiation, and good leaders are invariably effective negotiators

17

STASHED IN:

114

To persuade people to follow your lead, you need to appeal to their interests, communicate with them effectively, and sell your vision—all of which are part of effective negotiation.

According to Jeswald W. Salacuse’s book Leading Leaders: How to Manage Smart, Talented,...

22

STASHED IN:

132

Why should the people you’re supposed to lead follow you? If you believe that your charisma, your position, or your vision is reason enough, you’re in trouble. While these qualities may affect how others relate to you, they won’t compel them to follow you. People follow l...

14

STASHED IN:

127

Effective leaders realize that they need to know people as individuals to truly understand their interests. Some of your peers care more about shoring up their power in the short term than they do about their units’ long-term health. Some individuals care more about long-term car...

12

STASHED IN:

122

When the poet Walt Whitman wrote, “Surely, whoever speaks to me in the right voice, him or her I shall follow,” he conveyed the notion that persuasive communication is fundamental to effective leadership. Whitman’s words also underscore the importance of shaping leadershi...

10

STASHED IN:

119

When deciding how to communicate, recognize that the medium you choose reveals something about you and your relationship with the person you are trying to lead.

A generic, “copy-pasted” memo, for example, about a plan or proposal, could signal that you take people’s support for granted, th...

11

STASHED IN:

117

Organizations, large and small, look to their leaders to establish vision. Popular commentary on corporate leadership presupposes that a company’s vision comes from its CEO and that, without a strong CEO, the company has no vision. But that’s not necessarily the case. Members located throughout a...

9

STASHED IN:

114

Example: Holding one-on-one meetings, which is a medium choice and a component of your voice, will help you get to know your directors’ individual interests and concerns, structure arrangements that satisfy those interests and concerns, and still allow you to mak...

6

STASHED IN:

114

Like a skilled diplomat, a leader—whether a corporate CEO or a department head—negotiates support from followers by appealing to their interests, communicating with each of them in the right voice and medium, and forging a single compelling ...

8

STASHED IN:

118

5 Comments

Discover and save more ideas by creating a

FREE

Deepstash account.

Develop a

reading habit

, save

time

and create an amazing

knowledge library

.

GET THE APP: