Thursday, June 28, 2012

STRATEGIC NEGOTIATIONS

Decision making-and the strategic leadership of decision making teams-is a process which moves an individual or a group toward common goals. However, people are not alike in their values and beliefs; there are huge differences among people within a single organization, and even greater differences between people in different organizations.

Strategic leaders must know how to operate across such boundaries that mark differences in expectations and perspectives, and competing values and goals. It is one thing to influence a group essentially in agreement; it is quite a different thing to influence a group with goals in conflict with those you want to pursue.

This sounds formidable, but we do it all the time. We call it negotiation.

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[from National Defense University]

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