Negotiations Success and Leadership Style

Both leadership and negotiations constitute key success factors for organisations. Previous studies on leadership suggest that leadership effectiveness differentiates successful organisations from others. Equally, negotiations success constitutes a key distinguishing factor separating developed countries from the developing and under-developed ones. Available literature and previous research on leadership and negotiations reveals a historical tendency to deal with these topics separately. Thus, while the two topics have each been researched extensively, the number of studies dealing with leadership and negotiations as concomitant variables in the same study is limited. This book reports on a leadership style and negotiation success investigation involving negotiators. The multiple regression results from the analysis of variance (ANOVA and MANOVA), and other multivariate tests revealed leadership style as a strong predictor of negotiations success.... Mehr