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Negotiating in the leadership zone / Ken Sylvester

Publisher	(London : Academic Press)
Year	[2016]
Authors	*Sylvester, Ken author

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Links to the text	Location	Volume	Call No.	Barcode No.	Status	Comments	ISBN	Printed	Restriction	Reserve
Links to the text	Library Off-campus access			OB00178070		ScienceDirect (電子ブック)	9780128004104

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Material Type	E-Book
Media type	機械可読データファイル
Size	1 online resource
Notes	Includes index Vendor-supplied metadata Negotiating in the Leadership Zone expertly addresses the question: How do leaders become better negotiators? Much has been written about leadership, and negotiating skills have long been the subject of academics and business consultants. This book successfully brings negotiation and leadership together for the first time, building separate insights about them into practical, applied lessons and tools that can be used immediately. Leaders will find unique cases, examples, and insights for high-stakes and routine negotiations alike. Mixng a readable, non-jargon approach with real-world stories and wide applicability, the author's use of 50+ years of experience as a business owner, negotiation consultant, and teacher to convey the fundamental logic and strategies underlying negotiations. The results are more than convincing Front Cover -- Negotiating in the Leadership Zone -- Copyright -- Contents -- Preface -- Acknowledgments -- Introduction: The Alaskan Fishing Conflictâ€?A Real-Life Negotiation -- THE CONTEXT -- THE SITUATION -- THE STRATEGY -- FRAMING THE NEGOTIATION -- THE RESULTS -- SO WHAT UNDERMINED THIS STRATEGY? -- SO, WHAT DOES THIS HAVE TO DO WITH THIS BOOK? -- Section I -- The Mind of the Leader-Negotiator -- Chapter 1 -- The Case for the Leader-as-Negotiator -- INTRODUCTION: THE NEED FOR LEADERâ€?NEGOTIATORS -- FOUR PROMINENT LEADERSHIP THEORIES EXPLAINING THE WORLD FROM ONE POINT OF VIEW IS A PERFECT FORMULA FOR FAILURETHE LEADERâ€?NEGOTIATOR DIAGRAM -- Chapter 2 -- Attributes of Effective Leader-Negotiators -- INTRODUCTION -- THREE POWERS OF EFFECTIVE L-NS -- THE FIVE ATTRIBUTES -- IN CONCLUSION -- Chapter 3 -- Systems-3 Leadership -- DISPELLING TWO LEADERSHIP MYTHS -- THE CHALLENGE OF WHERE WE ARE: DO YOU KNOW WHAT YOU ARE LEADING? DO YOU KNOW WHAT THE CONTEXT OF YOUR ORGANIZATION IS? -- THE THREE ORGANIZATIONAL ZONES: THE S-3 LEADERSHIP MODEL -- ORGANIZATIONAL PUZZLES -- ZONE BLINDNESS TEAM COMPETENCESection II -- dentifying Assumptions using Effective Questioning (EQ) -- Chapter 4 -- Introduction to Effective Questioning (EQ) -- INTRODUCTION: CONTEXTUAL INTELLIGENCE -- WHAT IS EFFECTIVE QUESTIONING AND HOW IS IT USED? -- IS EQ A SOLUTION FOR ALL LEADERSHIP DEMANDS? -- APPLICATION OF EQ -- WHEN SOLVING PROBLEMS, WHAT NEEDS TO BE SEEN? THE ORGANIZATIONâ€?S ROOT SYSTEM -- WHAT IS THE CAUSE FOR 433 ORGANIZATIONAL FAILURES? -- WHAT IS THE IMPORTANCE OF QUESTIONS VERSUS STATEMENTS? -- SIX CORE PRINCIPLES OF EQ Chapter 5 -- Using Effective Questioning StrategicallyTHINKING AND PERCEPTION -- AVOIDING OVERSIMPLIFICATION -- GENERATING ALTERNATIVES -- TWO INTERCONNECTED, YET DISTINCT COMPONENTS OF EQ -- DATA COLLECTION AND CLASSIFICATION -- THE NINE ASSUMPTIONS THAT RESULT IN THINKING ERRORS -- APPLYING EQ -- THE NIAGARA-MEDINA EXERCISE -- Chapter 6 -- Winâ€?Win and Winâ€?Lose in the Leadership Zone -- AN INTRODUCTION TO THE WINâ€?WIN AND WINâ€?LOSE PHILOSOPHIES -- SO WHERE ARE YOU? -- A COMPARISON OF COMPETITIVE AND COLLABORATIVE ORGANIZATIONS HOW TO IMPLEMENT A COLLABORATIVE NEGOTIATIONSection III -- Negotiating in the Leadership Zone -- Chapter 7 -- The Power and Influence of Frames -- WHAT IS A FRAME? FRAMES ARE MENTAL MODELS -- FRAME RECOGNITION -- THE AWESOME POWER OF THE LISTENING EAR: SIX FRAMES THAT FILTER INFORMATION -- EVERYTHING IS CONTEXT-DEPENDENT -- SHIFTING FRAMES -- FOUR FRAMES AND REFRAMES -- RARELY IS A SINGLE FRAME ADEQUATE FOR SOLVING COMPLEX PROBLEMS -- REVIEW: ONE-SIZE DOES NOT FIT ALL -- RETURN TO KANSAS -- Chapter 8 -- Perspectives on Strategy -- THE BULLETPROOF LEADER-NEGOTIATOR Elsevier ScienceDirect All Books HTTP:URL=https://www.sciencedirect.com/science/book/9780128003404
Subjects	LCSH:Negotiation LCSH:Leadership LCSH:Communication in management LCSH:Problem solving LCSH:Persuasion (Psychology) LCSH:Executive ability FREE:PSYCHOLOGY -- Social Psychology All Subject Search FREE:BUSINESS & ECONOMICS -- Negotiating All Subject Search FREE:Communication in management FREE:Executive ability FREE:Leadership FREE:Negotiation FREE:Persuasion (Psychology) FREE:Problem solving LCSH:Electronic books FREE:Electronic books
Classification	LCC:BF637.N4 DC23:302.3
ID	8000080175
ISBN	9780128004104