This book examines the central role of negotiation in gaining, exercising, and retaining leadership within organizations, large and small, public and private. Its aim is to instruct readers on the way to use negotiation to lead effectively.
For far too long conventional wisdom has proposed that strong leaders refuse to negotiate, viewing negotiation as a sign of weakness. Leading people requires charisma, vision, and a commanding presence, not the tricks for making deals. For many executives, negotiation is a tool to use outside the organization to deal with customers, suppliers, and creditors. Inside the organization, it's strictly “my way or the highway.”
Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases of the leadership lifecycle: 1) leadership attainment, 2) leadership action; and 3) leadership preservation and loss. Drawing on experience in wide variety of settings, including the author's own
leadership positions, the book will examine high profile leadership cases such as the rise and fall of Carly Fiorina at Hewlett-Packard, the skillful negotiations by Warren Buffet to save Salomon Brothers from extinction, and the successful efforts by the partners at Goldman Sachs to negotiate a new vision and direction for that financial giant.Leaders and managers should pick up this book to learn how effective negotiation is essential to both gaining and exercising leadership and to overcoming threats to a leader's position.
Jeswald W. Salacuse is Distinguished Professor and Braker Professor of Law at the Fletcher School of Law and Diplomacy, Tufts University. His numerous leadership positions have included Dean of the Fletcher School for nine years, Dean of the Southern Methodist University Law School, Chairman of the Board of Directors of the India and Asia Tigers Funds, Lead Independent Director of the Legg Mason Closed End Funds, founding president of the Association of Professional Schools of International Affairs, chairman of the Council for International Exchange of Scholars, and president and a member of the international arbitration tribunals.
During his wide-ranging career, Salacuse has also been a Visiting Professor at Harvard Law School, a lecturer and professor in Nigeria, Congo, Sudan, the United Kingdom, France and Spain, and the Fulbright Distinguished Chair in Comparative Law in Italy.
He is a member of the Council on Foreign Relations, the American Law Institute and the executive committee and faculty of the Program on Negotiation at Harvard Law School. Salacuse is the author of fifteen books, including The Global Negotiator and Negotiating Life: Secrets for Everyday Diplomacy and Deal Making.外文書商品之書封，為出版社提供之樣本。實際出貨商品，以出版社所提供之現有版本為主。部份書籍，因出版社供應狀況特殊，匯率將依實際狀況做調整。
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