What are Leadership Styles in Negotiation?
When old business models no longer serve us well, strategic leadership styles are needed to adapt to new times and conditions.
While the advantages and disadvantages of leadership styles are not always readily apparent, one thing is sure – being decisive while avoiding autocratic leadership tactics is necessary for successful leaders and negotiators alike.
Especially when the future remains out of focus, effective leadership often means recognizing that refusing to change is likely the riskiest option of all. Strategic leadership styles may vary, but they almost always include inviting all relevant parties to contribute novel ideas aimed at creating value for all. Likewise, effective leaders bring a host of other issues to the table to identify overlooked opportunities and potential trades across issues.
Before that, however, a negotiator needs to be clear about their goals. A negotiator is only successful if they have a deep understanding of what they value, and an ability to convey it to their counterpart. Adapting one’s leadership styles in order to do this is essential, giving a negotiator the opportunity to know when to hold firm to a position and when cede it in the interest of gaining a stronger agreement.
Having the leadership skills to identify shared interests and identify the best different leadership styles to build them into an agreement often gets both sides to deliver on the terms of a deal.
Discover the four building blocks that can help you create effective working relationships with the people you lead and augment your leadership skills with this free special report, Real Leaders Negotiate: Understanding the Difference Between Leadership and Management, from Harvard Law School. Learn how to resolve disputes, build coalitions, and more!
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