© 2017

Real Leaders Negotiate!

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


  • First book to bring together leadership and negotation in the context that each skill requires a degree of success to be an overall strong leader.

  • Offers high profile cases as examples

  • Instructs readers on the way to use negotiation to lead effectively


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

  1. 1.The Fletcher SchoolTufts UniversityMedfordUSA

About the authors

Jeswald W. Salacuse is Distinguished Professor and Braker Professor of Law at the Fletcher School of Law and Diplomacy, Tufts University. His numerous leadership positions have included Dean of the Fletcher School for nine years, Dean of the Southern Methodist University Law School, Chairman of the Board of Directors of the India and Asia Tigers Funds, Lead Independent Director of the Legg Mason Closed End Funds, founding president of the Association of Professional Schools of International Affairs, chairman of the Council for International Exchange of Scholars, and president and a member of the international arbitration tribunals.

During his wide-ranging career, Salacuse has also been a Visiting Professor at Harvard Law School, a lecturer and professor in Nigeria, Congo, Sudan, the United Kingdom, France and Spain, and the Fulbright Distinguished Chair in Comparative Law in Italy.

He is a member of the Council on Foreign Relations, the American Law Institute and the executive committee and faculty of the Program on Negotiation at Harvard Law School. Salacuse is the author of fifteen books, including The Global Negotiator and Negotiating Life: Secrets for Everyday Diplomacy and Deal Making.

Bibliographic information

  • Book Title Real Leaders Negotiate!
  • Book Subtitle Gaining, Using, and Keeping the Power to Lead Through Negotiation
  • Authors Jeswald W. Salacuse
  • DOI
  • Copyright Information The Editor(s) (if applicable) and The Author(s) 2017
  • Publisher Name Palgrave Macmillan, New York
  • eBook Packages Business and Management Business and Management (R0)
  • Hardcover ISBN 978-1-137-59114-2
  • Softcover ISBN 978-1-349-93768-4
  • eBook ISBN 978-1-137-59115-9
  • Edition Number 1
  • Number of Pages XI, 235
  • Number of Illustrations 1 b/w illustrations, 0 illustrations in colour
  • Topics Business Strategy/Leadership
  • Buy this book on publisher's site
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“Jeswald Salacuse has contributed enormously to our understanding of the integral role that negotiation plays in effective leadership and vice versa. He has analyzed the role of negotiation at every rung on the leadership ladder, from becoming a leader to acting as a leader to preserving leadership and knowing when and how to leave that leadership role most effectively. Those who read this book will see much more clearly how negotiators lead and also find it impossible to imagine effective leadership without negotiation.” (Joshua N. Weiss, Negotiation Journal, April, 2018)