Summary chapter 12 Negotiation

The Final Chapter of the book focusses on the best Practices in negotiation. The ten best practices are the following:

• Be Prepared.


• Diagnose fundamental structure.


• Indentify and work the BATNA.


• Be willing to walk away.


• Master the key paradoxes.


• Remember the intangibles.


• Manage Coalitions.


• Savor and protect your reputation.


• Remember that rationality and fairness are relative.


• Learn from experience.

Summary chapter 11 Negotiation

This chapter examines the complexities of anInternational and Cross-cultural Negotiation. The first part tackles the discussions of some of the factors that make international negotiators different. There are two context involve, First ia the Environmental context which includes politics, stakeholders, cultural differences, ideology, instability, government and foreign currency. Second is the Immediate context comprising the Relative bargaining power, Levels of conflict, Relationship between negotiators and Desired outcomes. There is a provided table for the four cultural dimensions many countries are involved with. These are Individualism, Power distance, Career success/quality of life and uncertainty avoidance. This chapter also provides information regarding the influence of culture in negotiation in managerial and research perspectives. The chapter concluded with culturally responsive strategy and the discussion of how to manage cultural differences in negotiation.

Summary chapter 10 Negotiation

Chapter 10 Discusses the nature of Multiparty negotiations. Its difference with the two party negotiation has been outlined in this chapter. Such factors are considered:

• Number of parties


• Informational complexity


• Social complexity


• Procedural complexityStrategic complexity

There are five ways in which the complexity increases as three or more parties siultaneously engage in negotiation. First, there are more parties involved which increases the number of speakers and increases the demand for discussion. Second, more parties bring more issues. Third, the negotiation become socially more complex. Fourth, negotiations become procedurally more complex. And lastly, it becomes more strategically complex. This chapter also outlined the definition and the ways of an effective group. Managing Multiparty negotiations involves three key stages, mainly the Prenegotiation stage, where you identify the issues involving the participants and coalition. Second is the Formal Negotiation stage and lastly the agreement phase.

Summary chapter 9 Negotiation

Chapter 9 is all about the Relationships in negotiation. This chapter focus on the the dimensions of relationships and the key elements in managing negotiations with relationships. Main elements are Reputation, Trust and justice. Most negotiations occur within relationship contexts, and future work must attend to their unique complexities.

Summary chapter 8 Negotiation

This chapter Focuses on the Ethics in negotiation. It discussed the ethical systems used in ethical reasoning and the questions of ethical conduct arise in negotiation, the use of deceptive tactics. A negotitators decision to use ethically ambiguous tacticstypically grows out of desire to increase one's negotiating power by manupulating the landscape of information in negotiation. The different forms that ethically ambiguous tactics take and the analization of motives and consequences of engaging in unethical negotiation behavior are also dicussed in this chapter. It was explained that some tactics typically lead to tarnished reputations and deminished effectiveness in the long run.

Summary chapter 7 Negotiation

Chapter 7 Discussed about the forms and sources of power and its use in the negotiation process, it also outlined how to deal with others who have more power. Such sources of power are:

• Expert power


• reward power


• coercive power


• legitimate power


• referent power.

Summary chapter 10 Leadership

The last and final chapter of the book discusses about leading through effective external relations. It includes the strategies and ways of getting your message out of the audience. At first there must be purpose and objectives to have a clear context of what you are doing. Messages should be appropriate and direct to the point and must use the most effective media or forum. This chapter provides us the knowledge of building and maintaining a positive corporate image and stabilize its reputation. Working with news media and the preparation, performance and delivering an interview was also outlined in this chapter

Summary chapter 9 Leadership

Chapter nine is about Leadership through internal communications. This chapter explains how to recognize the role of employee communication and how it could affect the relationship between the leader and the members. Internal communication must be conducted in every team, this is very essential in knowing your team better and to be able to understand their feeling and thoughts. This chapter also includes strategic model to show what consists of effective internal communications. Using effective missions and visions can strengthen internal communication because an organization was bounded by goal and objectives which can motivate them to pursue success. Change communication was also discussed in this chapter. Its structure, design, stategies and plans were outlined in this chapter.

Summary chapter 8 Leadership

This chapter focuses on the building and integration of a high performing teams. Building an effective team should be focused on skills, accountability and performance of each member. This are the main factors of a succesful and effective teams. By esstablishing a team work process you will learn how to be a team player and collaborate with your team members. This chapter also includes managing the people inside the team and deal with their personalities and differences, handle conflicts and misunderstanding within the team members. A good leader must be able to integrate all of his memebers as one to work as one. Virtual teams are also part of having successful outcomes. Dealing with different cultures and communicating with them to accomplish work can be a worldwide advantage.

Summary chapter 7 Leadership

This part of the book focuses mainly on Leading a productive meeting. This chapter began with an overview of deciding when ameeting is the best forum. A high level of anticipation is needed in a meeting, some misunderstandings may occur so that it is essential to plan a meeting and make it productive. It also discusses the roles and responsibilities of each member inside the meeting, that everyone should participate in solving problems or maybe arguments in certain propositions. And it is also important to handle problems and conflicts that may incur. Collaborating, compromising, competing, accomodating are some of the approaches in dealing with conflicts. And lastly, one must also ensure that the meeting will lead into a solution or conformity of all the concerned individual.

Summary chapter 6 Leadership

Chapter 6 of this book provides informations in developing emotional Intelligence and cultural literacy. This is very essential in leadership because knowing other culture it gives us the ability to converse fluently in the idioms, allusions and informal content which creates and constitutes a dominant culture. It let us understand other party's behavior, differences and sometime gain control of it. This chapter teach us how to connect our emotional intelligence to leadership styles, to have self-awareness and use of some strategies to improve listening habits in understanding others cultures and personality.

Summary chapter 5 Leadership

Chapter five discussed the use of graphics and powerpoint. The chapters objective is to recognize when to use the graphics, select and design effective data charts, create meaningful and effective text layouts, employ fundamental graphic contents and design principles and make the most of powerpoint as a design and presentation tool.

Graphics should always be purposeful, it should be the content of the presentation and to provide important ideas, maintain and enhance interest, use as an illustration to differentiate complicated arguments or information. It also provides support to the text. In selecting or designing data charts, you need to clarify your message for this will provide the second hand informations in order for the audience to understand the data and your central message. Next is to create meaningful text layouts, this must be simple and straightforward from a design point of view. Another is to employ fundamental graphic contents and design principle. In this stage you need to convey the messages clearly and effectively, select the most effective colors and font for attractions. And the last is to make the most powerpoint sa a design and presentation tool. This is where the focus on the meaning should be take into consideration. There are also tools provided for enhancing your presentation like the auto content wizard, template (own and/or Microsoft designed) and animations.

Summary chapter 4 Leadership

Chapter four tackles about the development and delivering leadership presentations. It focuses on the three P's ( Plan, Prepare, Present). In the planning stage, you should determine your strategy and select the medium and the delivery method like Stand-up without visuals, Round table, stand-up with computer projection, stand up with overheads, stand-up with flip charts, videoconferencing or c. In the preparation you should develop the introduction, body and the conclusion. Create graphics and practice to facilitate effective delivery like giving the presentation out loud, check the room and set up and timing is also important. By the time of the actual presentation the presentor should get his/her nerves under control, maintain eye contact with the audience or panel and transition is very important, use stances and gestures, maintain a loud voice enough for everybody to hear what you are saying, deliver effetively with visual aids and lastly the presentor should be able to handle questions of the qudience.

Summary chapter 3 Leadership

Leadership Chapter 3 is about using language to achieve leadership purpose. Its main objective is to achieve positive ethos through tone and style, communicate clearly and concisely, employ efficient techniques and use language correctly. Achieving positive ethos can help in the progress of achieving a leadership purpose, when positive ethos is establish communicating will be easier, but you must communicate effectively in order to achive the goals. The ways in communicating properly and concisely are included in this chapter. Use of language correctly can affect the communication of both parties. You must take into consideration the use of proper punctuation, pronouns, grammar and sentence structure. Employing different editing techniques like word processing programs can be of great help in the construction of words in creating documents. By using all the necessary resources available you can establish good communication with other parties either by means of talking or writing a document.

Summary chapter 2 Leadership

Chapter two discusses about the structures and ways in creating Leadership documents. Leadership documents are very essential in communicating through leadership. You should select the best medium suited for the context and your message, you can list the pros and cons of those mediums so that you may be able to identify which one of them is the best to use. This chapter also focus on creating individual and team documents by single scribe approach and multiple writer approach. Next is to organize the content coherently because sometimes creating a document may be confusing and you also need to anticipate the response of the audience. Opening with power, developing with reasons and closing with grace are some of the styles mentioned in this book in writing a document. This chapter also come up with the ways of handling research information report and its importance. In writing your documents, you must format your documents in an effective way by giving attention to the layout, spacing and alignment, font size/type and headings. This chapter Prepares an individual to write documents that is needed not only in business purposes but also in negotiation as well.

Summary chapter 1 Leadership

Chapter one of the book gives us an introduction of leadership, particularly developing leadership strategy. There are mainly two strategy that consists of two actions: (1) is determining goals and (2) developing a plan two achieve them. Under these actions there are 4 other strategies. Establishing a clear purpose means that you need to have an objective and there are ways to do that, by clarifying your purpose, generating ideas with the use of brainstorming and mapping ideas, and connecting thinking and communication. Determine your communication strategy by considering thew communication context, using a strategy framework and creating action plan. Next is to Analyze your audience by expertise, decision making style and organizational context. And the last is to Organize Written and Oral Communication Effectively by selecting devices like deduction, induction, cause/effect, problem/solution and spatial.