Real Leaders Negotiate!

Gaining, Using, and Keeping the Power to Lead Through Negotiation

  • Jeswald W. Salacuse

Table of contents

  1. Front Matter
    Pages i-xi
  2. Leadership Acquisition: Negotiating the Roads to Leadership

    1. Front Matter
      Pages 15-15
    2. Jeswald W. Salacuse
      Pages 17-40
    3. Jeswald W. Salacuse
      Pages 41-52
  3. Leadership Action: Negotiating the Leadership Road

    1. Front Matter
      Pages 53-53
    2. Jeswald W. Salacuse
      Pages 55-64
    3. Jeswald W. Salacuse
      Pages 65-81
    4. Jeswald W. Salacuse
      Pages 83-99
    5. Jeswald W. Salacuse
      Pages 101-120
    6. Jeswald W. Salacuse
      Pages 121-137
    7. Jeswald W. Salacuse
      Pages 139-152
    8. Jeswald W. Salacuse
      Pages 153-169
    9. Jeswald W. Salacuse
      Pages 171-184
    10. Jeswald W. Salacuse
      Pages 185-200
  4. Leadership Preservation and Loss: Negotiating to Stay on the Leadership Road

    1. Front Matter
      Pages 201-201
    2. Jeswald W. Salacuse
      Pages 203-213
    3. Jeswald W. Salacuse
      Pages 215-228
  5. Back Matter
    Pages 229-235

About this book


This book examines the central role of negotiation in gaining, exercising, and retaining leadership within organizations, large and small, public and private. Its aim is to instruct readers on the way to use negotiation to lead effectively.

For far too long conventional wisdom has proposed that strong leaders refuse to negotiate, viewing negotiation as a sign of weakness.  Leading people requires charisma, vision, and a commanding presence, not the tricks for making deals. For many executives, negotiation is a tool to use outside the organization to deal with customers, suppliers, and creditors. Inside the organization, it’s strictly “my way or the highway.”

Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases of the leadership lifecycle: 1) leadership attainment, 2) leadership action; and 3) leadership preservation and loss. Drawing on experience in wide variety of settings, including the author’s own

leadership positions, the book will examine high profile leadership cases such as the rise and fall of Carly Fiorina at Hewlett-Packard, the skillful negotiations by Warren Buffet to save Salomon Brothers from extinction, and the successful efforts by the partners at Goldman Sachs to negotiate a new vision and direction for that financial giant.

Leaders and managers should pick up this book to learn how effective negotiation is essential to both gaining and exercising leadership and to overcoming threats to a leader’s position.


negotiation leadership management political leadership negotiation rules leadership and trust business leadership negotiation strategy

Authors and affiliations

  • Jeswald W. Salacuse
    • 1
  1. 1.The Fletcher SchoolTufts UniversityMedfordUSA

Bibliographic information

  • DOI
  • Copyright Information The Editor(s) (if applicable) and The Author(s) 2017
  • Publisher Name Palgrave Macmillan, New York
  • eBook Packages Business and Management
  • Print ISBN 978-1-137-59114-2
  • Online ISBN 978-1-137-59115-9
  • Buy this book on publisher's site