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The essence of leadership is to negotiate. Internal negotiations regard the distribution of tasks, resources and roles among their employees. The players clarify expected behavior and the degree of co-determination and participation. External negotiations take place with partners, suppliers, consultants and supporters. The leader enters into agreements and sign contracts and mandates. A negotiation says something about what you do, which skills you use, what you master or possess and what you achieve, lose or win in a particular situation. Negotiations require that you prepare thoroughly, make good use of existing data, also from comparable conditions. Key questions:

  • At what level should one negotiate?
  • How often should one negotiate?
  • What is the basis of negotiation?