Real Leaders negotiate
British and American diplomats signed the Treaty of Ghent on December 24, 1814 Selected excerpts from Jeswald Salacuse – Harvard Business Review – February 2008 Jeswald W. Salacuse is Henry J. Braker Professor of Law at the Fletcher School of Law and Diplomacy, Tufts University, the senior graduate professional school of international affairs in the United States. He is also member of the Executive Committee of Harvard Law School Program On Negotiation (PON). A focus on four key aspects of negotiation theory—interests, relationships, voice, and vision—will improve your leadership skills. 1. Practice interest-based leadership Why should the people you’re supposed to lead follow you? If you believe that your charisma, your exalted office, or your vision is reason enough, you’re in trouble. While these qualities may affect how others relate to you, the unvarnished truth is that other people will ...