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Why Negotiation Skill Is so Important in Leadership

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Having superior negotiation skills is conductive to the success in personal life and career development. This essay will indicate that my natural preferences for different influencing tactics, comparisons between theory and practice, and a personal action plan to improve negotiation skills based on the role-play activity

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Negotiating requires give and take

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.

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According to Moussa, deliberately, systematically, and utilizing a four-step process. “Great negotiators approach practice by first reminding themselves of the three key principles of strategic persuasion [influencing, persuading, negotiating], as well as the four-step process [preparation, information exchange, bargaining or communicating, and closing and commitment],” he says.

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Like a skilled diplomat, a leader—whether a corporate CEO or a department head—negotiates support from followers by appealing to their interests, communicating with each of them in the right voice and medium, and forging a single compelling vision that all can get behind.

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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.

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