When faced with conducting a series of negotiations with numerous counterparts, we often benefit from teaming up with colleagues. There’s much to learn about collaborative leadership from the deals that curators at France’s Louvre Museum conducted to secure loans of Leonardo da Vinci works for a major exhibit that opened in October 2019, as Kelly … Read More
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What is Collaborative Leadership?
Collaborative leadership can help decision makers better manage complex issues. Here’s what that can look like in a negotiation.
Organizational leaders, from middle managers to heads of state, often face the difficult task of overseeing mission-critical negotiations and managing individual negotiators and negotiating teams. Collaborative leadership—a focus on giving employees autonomy and a voice in key decisions—is often key to managing negotiators effectively.
As part of that management, effective leaders tolerate and even promote constructive dissent—disagreements that respectfully and productively challenge others’ viewpoints. We often wrap up negotiations too quickly and leave value on the table because we fear disagreeing with others. By contrast, when we not only feel free to disagree with others but are encouraged to do so, through collaborative leadership, we open the door to different perspectives and foster a more rigorous decision-making or negotiation process.
Additionally, there are four important components of collaborative leadership:
- Combine your strengths. Strategic leadership often involves recognizing when you can make a better impact by teaming up with other leaders who have compatible knowledge, skills, and connections.
- Plan ahead. By networking, you encourage future counterparts to enter negotiations with a spirit of reciprocity.
- Stir up excitement. Effective leadership involves painting a compelling picture of your ultimate goal to inspire negotiators to want to be part of it.
- Get the sequence right. Seek early agreements with influential parties in your field whose buy-in could compel others to get on board.
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Organizational leaders, from middle managers to heads of state, often face the difficult task of overseeing mission-critical negotiations and managing individual negotiators and negotiating teams. Collaborative leadership—a focus on giving employees autonomy and a voice in key decisions—is often key to managing negotiators effectively. We often overlook the important role of leadership in negotiation. But as … Read More