Negotiating in the Leadership Zone
Introduction: The Alaskan Fishing Conflict�A Real-Life Negotiation
SO WHAT UNDERMINED THIS STRATEGY?
SO, WHAT DOES THIS HAVE TO DO WITH THIS BOOK?
The Mind of the Leader-Negotiator
The Case for the Leader-as-Negotiator
INTRODUCTION: THE NEED FOR LEADER�NEGOTIATORS
FOUR PROMINENT LEADERSHIP THEORIES
EXPLAINING THE WORLD FROM ONE POINT OF VIEW IS A PERFECT FORMULA FOR FAILURETHE LEADER�NEGOTIATOR DIAGRAM
Attributes of Effective Leader-Negotiators
THREE POWERS OF EFFECTIVE L-NS
DISPELLING TWO LEADERSHIP MYTHS
THE CHALLENGE OF WHERE WE ARE: DO YOU KNOW WHAT YOU ARE LEADING? DO YOU KNOW WHAT THE CONTEXT OF YOUR ORGANIZATION IS?
THE THREE ORGANIZATIONAL ZONES: THE S-3 LEADERSHIP MODEL
TEAM COMPETENCESection II
dentifying Assumptions using Effective Questioning (EQ)
Introduction to Effective Questioning (EQ)
INTRODUCTION: CONTEXTUAL INTELLIGENCE
WHAT IS EFFECTIVE QUESTIONING AND HOW IS IT USED?
IS EQ A SOLUTION FOR ALL LEADERSHIP DEMANDS?
WHEN SOLVING PROBLEMS, WHAT NEEDS TO BE SEEN? THE ORGANIZATION�S ROOT SYSTEM
WHAT IS THE CAUSE FOR 433 ORGANIZATIONAL FAILURES?
WHAT IS THE IMPORTANCE OF QUESTIONS VERSUS STATEMENTS?
SIX CORE PRINCIPLES OF EQ
Using Effective Questioning StrategicallyTHINKING AND PERCEPTION
AVOIDING OVERSIMPLIFICATION
TWO INTERCONNECTED, YET DISTINCT COMPONENTS OF EQ
DATA COLLECTION AND CLASSIFICATION
THE NINE ASSUMPTIONS THAT RESULT IN THINKING ERRORS
THE NIAGARA-MEDINA EXERCISE
Win�Win and Win�Lose in the Leadership Zone
AN INTRODUCTION TO THE WIN�WIN AND WIN�LOSE PHILOSOPHIES
A COMPARISON OF COMPETITIVE AND COLLABORATIVE ORGANIZATIONS
HOW TO IMPLEMENT A COLLABORATIVE NEGOTIATIONSection III
Negotiating in the Leadership Zone
The Power and Influence of Frames
WHAT IS A FRAME? FRAMES ARE MENTAL MODELS
THE AWESOME POWER OF THE LISTENING EAR: SIX FRAMES THAT FILTER INFORMATION
EVERYTHING IS CONTEXT-DEPENDENT
RARELY IS A SINGLE FRAME ADEQUATE FOR SOLVING COMPLEX PROBLEMS
REVIEW: ONE-SIZE DOES NOT FIT ALL
THE BULLETPROOF LEADER-NEGOTIATOR
