Negotiating In The Leadership Zone by Ken Sylvester

Negotiating In The Leadership Zone

byKen SylvesterEditorKen Sylvester

Paperback | September 15, 2015

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Negotiating in the Leadership Zoneexpertly 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.



  • Draws upon 50+ years of the authors' relevant experience to teach leaders the logic and strategy behind successful negotiations
  • Connects research and principles to actual events via short vignettes and extended case studies
  • Features website tools, tips, stories, and video lessons on effective negotiating
  • Encourages the leader in every reader

About The Author

Dr. Sylvester has more than 40+ years of experience as a leadership and management consultant and professional negotiator in the areas of business, production, law, education, government, and the non-profit sector.He has consulted and negotiated for organizations such as Microsoft, Google, the National Basketball Association (NBA), the...

Details & Specs

Title:Negotiating In The Leadership ZoneFormat:PaperbackDimensions:248 pages, 8.75 × 6.35 × 0.68 inPublished:September 15, 2015Publisher:Academic PressLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0128003405

ISBN - 13:9780128003404

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Extra Content

Table of Contents

Section I The Mind of the Leader-Negotiator

1. The Case for the Leader-as-Negotiator

2. Attributes of Effective Leader-Negotiators

3. Systems-3 Leadership

Section II Identifying Assumptions using Effective Questioning (EQ)

4. Introduction to Effective Questioning (EQ)

5. Using Effective Questioning Strategically

6. Win-Win and Win-Lose in the Leadership Zone

Section III Negotiating in the Leadership Zone

7. The Power and Influence of Frames

8. Perspectives on Strategy

9. Perspectives on the Use of Tactics-Refer to Appendix D: Thirty Tactics.

10. Troubleshooting the Collaborative Process

Section IV Managing Conflict

11. The Context of Conflict

12. Diagnosing and Managing Conflict

Section V Hidden Traps

13. Closing Words: Hidden Traps

Section VI - Appendices

Editorial Reviews

 "Negotiation in the Leadership Zone is an essential tool for any organizational leader, whether you are a new manager eager to develop and broaden your business skills, or an experienced executive. To induce people to follow your lead, you must be a good negotiator. The five attributes of Leader-Negotiator that Sylvester so insightfully presents are something every manager must possess."--Gordana Dobrijevi, Univerzitet Singidunum