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Relation between Negotiation and Leadership

Updated on September 4, 2015


In the field of management, we can hear this often, that the great leaders are the great negotiator. But the question is what negotiation is? Negotiation is a way of talking, where groups or two people want to reach an agreement, which is based on courses of action and issues. These negotiations happen when the people have some degree of difference in goals, interest, beliefs and values. Then the real job of negotiator starts. The job of the negotiator is to build the integrity with the other side and he also looks for the common ground, try to find some common things and he also learns the position of the opposing side. So if a person having the ability of a true leader and has all the qualities a leader should have, then he can be a good negotiator and a good leader too. But the question is how does a person can become a good and effective negotiator?


Steps which can make a good leader a good negotiator too

If someone wants to take his negotiation skills to a next level, he requires an outside training. The simple steps which can make a good leader a good negotiator too:

• Managing the tension between Claiming and Creating values: First of all we have to learn about which interests are different and which interests are shared? We should identify the variety of alternatives in case our counterpart does not provide us the consent. Deliberate the possible and best concessions that can satisfy both of the parties. We should create or research principles, standards and arguments, which make a term or an agreement more appropriate and fair.

• How to deal with difficult Tactics: We should ready for difficult negotiations. We should always prepare to negotiate when we don’t have much time. We should counteract lies, threats, and insults. We should handle the power more constructively. In fact of conflict, we should control and locate our own tendencies.

• Managing the tension between Assertiveness and Empathy: Assertion is the tool which defines our needs, interests, and perspectives effectively to the other party. Active listening is a solid key of negotiation. The only worst thing can happen when you are not a good listener and not able to defend our own interests.

• Building Successful Relationships: We should create a relationship via framing, engagement and forming. We should show the determination towards when to compete to claim our share and when to cooperate to create value. We should understand our own tendencies and biases.

• Organizational Obstacles: We should respond to the obstacles. We should always address the cultural differences. We should examine the value differences and we should also determine when the differences can be reconciled. We should cope with value based disputes.

• Keeping it all together: So as we can see a good leader can be a good negotiator, when he can learn everything which is necessary and relevant for the negotiation and keep the pace up, then he can be a good leader. So we can say these things are related.


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