Why Negotiation Skill Is so Important in Leadership
“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.
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.