Real Leaders Negotiate: Understanding the Difference Between Leadership and Management

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Dear Business Professional,

Jay’s story says a lot about how to develop strong leadership qualities. Here’s how he tells it:

For the last 12 years, I’ve been an executive vice president at one of the largest auto parts manufacturers in the northeast. From haggling with suppliers to wrangling with the unions, I’ve managed a lot of sticky situations.

Although I supervise hundreds of employees, I take the time to know each and every one of them. I’d like to think that my hands-on approach to leadership is one of the reasons why many of our employees have happily remained with the company for a decade or more.

But all of that changed three months ago.

Out of the blue, our CEO decided to merge our company with our closest competitor. While it was a fiscally responsible decision, it also created redundant roles and a surplus of staff…and that meant layoffs.

All told, we cut 20% of our employees. While we gave them generous severance packages, the damage was done. Staff morale was at an all-time low and that impacted their work – and our bottom line.

I tried to rally the troops, but I wasn’t making much headway. So I decided to search for “leadership training” on the internet. One of the first results to pop up was Real Leaders Negotiate: Understanding the Difference Between Leadership and Management, a free special report from the Program on Negotiation at Harvard Law School.

It was free to download, so I figured I’d give it a try. After reading only a few pages, I was happy I did. I discovered that negotiation plays a critical role in strong leadership.

Specifically, I learned to:

– Practice interest-based leadership. Effective leaders seek to understand the interests of those they lead and to find ways of satisfying those interests in order to achieve organizational goals.

– Negotiate relationships. Relationships are as important to leadership as they are to negotiation. Positive relationships are important because they engender trust – a vital means of securing desired actions from others.

– Find the right leadership voice. When deciding how to communicate, recognize that the medium you choose reveals something about you and your relationship with the person you are trying to lead (e.g., a memo vs. a face-to-face meeting)

– Negotiate a vision for the organization. The challenge of setting a group’s course is forging a single vision out of the multiplicity of visions held by the group’s members.

What is the Difference Between Leadership and Management?

The four building blocks that can help you create effective working relationships with the people you lead:

1. Two-way communication, which allows information to flow easily in both directions

2. A strong commitment from the leader to the interests of those he leads

3. Reliability, which the leader shows by behaving predictably and honoring promises and commitments

4. Respect for the contributions that followers make to the organization

As I read the free report, the gears in my head started turning. The next morning, I called a meeting with the executive leadership team. I explained my plan for boosting staff morale and they gave me the go-ahead.

Then I held an all-employee meeting where the executive leadership team explained the company’s vision and their commitment to employees. After the meeting, we handed out surveys to elicit feedback.

We read the feedback ad the reported back to our employees with concrete ways we were going to implement their suggestions. By doing so, we demonstrated that we cared about their interests.

The final change I made was to implement “open-door Mondays” in which any staff member could talk to me about any concerns or suggestions for improvement.

Almost immediately, efficiency improved and so did employee morale. And I can honestly say, it’s thanks to the leadership and negotiating tips I read in that free special report.”

Jay’s success story is one we’ve heard time and again at the Program on Negotiation at Harvard Law School.

While some people have more innate leadership qualities than others, effective leadership must be learned.

In Real Leaders Negotiate: Understanding the Difference Between Leadership and Management, you’ll discover that leadership almost always involves negotiation, and good leaders are invariably good negotiators.

Within the pages of this free special report, you’ll learn how to:

  • Lead people over whom you have no real authority
  • Improve your leadership skills whether you’re dealing with your staff, customers, or clients
  • Understand the interests of those you lead and learn to satisfy them (while advancing your own goals)
  • Build coalitions through effective multilateral negotiation
  • Use leadership qualities to resolve even the most challenging disputes

Manage Workplace Conflicts with Ease

In business, conflict is inevitable. With What is the Difference Between Leadership and Management?, you’ll learn how to resolve disputes – quickly and calmly – using alternative dispute resolution or ADR.

Discover how to wield the three most common techniques:

  1. Mediation. Typically mediators are neutral third parties who help conflicting parties reach a voluntary agreement. The goal of mediation is to build consensus around a mutually beneficial solution. By acting as a mediator, you can facilitate joint problem solving.
  2. Arbitration. Arbitrators – or organizational leaders playing the part of arbitrators – listen to each side of the conflict and then unilaterally decide and announce a binding outcome.
  3. Med-Arb. In this hybrid approach, the third party begins by acting as a mediator who helps disputants cooperate on a solution. If mediation fails, the third party shifts to the role of arbitrator and imposes a solution.

But which strategy works best? In Real Leaders Negotiate: Understanding the Difference Between Leadership and Management, you’ll learn that it depends on the particular leadership challenge.

Do you want to:

  • Find lasting solutions to problems?
  • Increase perceived fairness and improve relationships?
  • Maximize value by generating a creative solution?
  • Minimize the time costs by quickly solving workplace issues?
  • Establish policies that make life easier for all parties involve?
  • Redress an ethical violation or power imbalance?

In this free, special report, you’ll learn how to achieve each of these objectives by selecting the appropriate negotiation technique.

Respond to Even the Most Challenging Moves

In the heat of a negotiation, harsh words can be said. As a leader, do you ignore them or address them head on?

In Real Leaders Negotiate: Understanding the Difference Between Leadership and Management, you’ll learn how to defend yourself against these power moves:

  • Interrupt the move by taking a break, which should give everyone time to gain control of their emotions, in addition to halting momentum that is going against you.
  • Name the move; that is, let your coworker know that you recognize it as a power play. For example, if someone says, “You can’t be serious!” you might respond, “Actually, I’m quite serious. How about your give me a change to clarify my plan?”
  • Correct the move, substituting the other side’s negative remarks with a more positive interpretation of your behavior.
  • Divert the move by shifting the focus away from the implications of the move and back to the issue at hand.

Hone Your Leadership Skills

If you’re like most business professionals, leadership development is critical to your present and future success.

You may be wondering:

  • What is leadership?
  • How do I define my leadership style?
  • What leadership qualities are most important?
  • What leadership traits do I need to succeed?

It may take years to become the leader you want to be – but you can take an important step forward by downloading your free copy of Real Leaders Negotiate: Understanding the Difference Between Leadership and Management.

This report contains the most important, most relevant information you need to advance your leadership skills.

I urge you to download your complimentary copy of Real Leaders Negotiate: Understanding the Difference Between Leadership and Management right now. Simply click the button below.

Trust me – you’ll be glad you did.


Gail Odeneal
Director of Marketing
Program on Negotiation at Harvard Law School

P.S. Are you the best leader you can be?

Enhance your leadership skills today by downloading your free copy of Real Leaders Negotiate: Understanding the Difference Between Leadership and Management.