Why Negotiation Skill Is so Important in Leadership
You should aim to create a courteous and constructive interaction that is a win-win for both parties. Ideally a successful negotiation is where you can make concessions that mean little to you, while giving something to the other party that means a lot to them.
Nadler, J., Thompson, L., & Boven, L. V. (2003). Learning negotiation skills: Four models of knowledge creation and transfer. Management Science, 49, 529-540.
Weingart, L.R., Hyder, E.B., & Prietula, M.J. (1996). Knowledge matters: The effect of tactical descriptions on negotiation behavior and outcome. Journal of Personality and Social Psychology, 70, 1205-1217.