Adapted from “Real Leaders Negotiate” by Jeswald Salacuse ^[1] for the May 2006 Negotiation ^[2] newsletter.

Relationships are as important to leadership as they are to negotiation.

A relationship is a perceived connection that can be psychological, economic, political, or personal; whatever its basis, wise leaders, like skilled negotiators, work to foster a strong connection because effective leadership depends on it.

Positive relationships ^[3] are important not because they engender warm, fuzzy feelings, but because they engender trust – a vital means of securing desired actions from others.

Consider that any proposed action, whether suggested by a negotiator at the bargaining table or a leader at a strategy meeting, entails risk.

People will view a course of action as less risky, and therefore more acceptable, when its suggested by someone they trust.

In order to create durable relationships, there are four basic building blocks that can help you create effective partnerships with the people you lead:

• 1 Two-way communication
• 2 A strong commitment ^[4] from the leader to the interests of those he leads
• 3 Reliability
• 4 Respect for the contributions followers make to the organization

Related Article: Win-Win Negotiation: Managing Your Counterpart’s Satisfaction ^[5]