Transcript
leadership
authority
power
sources of power
european commissio
n
expertise
presidency
position
member states
resources
leadership resources
reward
“the leader giving
something to the negotiating
parties that they did not previously
have.”
coercion
pressure
socialisation
a common perspective or shared point
of view
“A high probability of future encounters increases the
likelihood of mediated agreement” (Wall & Lynn,
1993: 173)
“Small groups whose members have a history of
working together productively are likely to be more effective than those
that do not”(Rubin & Swap, 1994: 136)
“Concession making behavior is more probable if parties show a commitment to a working relationship”
(Pruitt, 1991)
legitimacy
Without legitimacy to intervene in a
negotiation the action of a potential leader
will be rejected by the other parties
expertise
process expertise (leadership and
negotiating skills)
content expertise (technical knowledge of the subject matter)
(Wall & Lynn, 1993)
information
“An effective leader needs information on the situation,
the context, what is at stake, the other parties’ needs, goals, means of action, personality, and
values”
(Dupont & Faure, 1991: 52)
“If the leader has perfect information about parties’
preferences it is possible to draft a highly efficient
compromise agreement”
(Lax & Sebenius, 1986: 172)
“Better information gives a more accurate idea of where
the zone of possible agreement lies”
(Carnevale, 1986: 253)
sherpa
challenges(problems)
maps(summarie
s)
paths(solutions)
logic
emotions
emotionalintelligenc
e
awareness
story teller
story teller
self
us
now
top related