Bookshelf

Real Leaders Negotiate! Gaining, Using and Keeping the Power to Lead Through Negotiation by Jeswald W. Salacuse ’60

December 1, 2017

Tags Alumni Book

(New York: Palgrave Macmillan, 2017)
Drawing on extensive research and using high-profile leaders as examples, the author debunks the notion that “negotiation is a tool to use outside the organization to deal with customers, suppliers, and creditors. Inside, it’s strictly ‘my way or the highway.’” Salacuse explains negotiation’s role “in gaining, exercising, and retaining leadership within organizations, large and small, public and private.”