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2. leadership 3. 4. 5. authority 6. 7. power 8. sources of power 9. european commission 10. expertise 11. presidency 12. position 13. member states 14. resources 15. leadership resources 16. reward 17. the leader giving something to the negotiating parties that they did not previously have. 18. coercion 19. pressure 20. socialisation 21. a common perspective or shared point of view 22. A high probability of future encounters increases the likelihood of mediated agreement (Wall & Lynn, 1993: 173) 23. 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) 24. Concession making behavior is more probable if parties show a commitment to a working relationship (Pruitt, 1991) 25. legitimacy 26. Without legitimacy to intervene in a negotiation the action of a potential leader will be rejected by the other parties 27. expertise 28. process expertise(leadership and negotiating skills) content expertise(technical knowledge of the subject matter) (Wall & Lynn, 1993) 29. information 30. 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) 31. If the leader has perfect information about parties preferences it is possible to draft a highly efficient compromise agreement (Lax & Sebenius, 1986: 172) 32. Better information gives a more accurate idea of where the zone of possible agreement lies (Carnevale, 1986: 253) 33. sherpa 34. 35. challenges (problems) 36. maps (summaries) 37. paths (solutions) 38. logic 39. emotions 40. emotional intelligence 41. awareness 42. 43. story teller 44. story teller 45. 46. self 47. us 48. now 49.