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Negotiations

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?