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It is important to know your minimum limits going into a negotiating
situation. This gives you options you know you can lie with. A
contingency plan is not just another option. It is a whole new strategy. It
must be prepared in advance of your negotiation, whenever you have

reason to believe that your initial plan won’t succeed.

This is particularly important whenever you are confronted with a win-lose
situation. If it is clear that the negotiation is not likely to be successful, you
always have the alternative of walking away. If you are unsuccessfully
negotiating with the Board over a raise, your best alternative might be to

find a job somewhere else. But be prepared to follow through with such a
course of action, or it is not a serious alternative.

The Structured Negotiating Process

The more formal, or structured, negotiation requires far more in the set of
competencies and skills needed to be successful. The discussion of this
type of negotiation is not as relevant to the purpose of this book, which is
to outline the behaviors, competencies, and skills inherent in an effective
leader. Countless books have been written and seminars presented on

structured negotiating, which is a much more complex process than being
successful in both personal and workplace casual negotiations.

Problem-Solving and Critical Thinking

The measure of success is not whether you have a tough problem to deal

with, but whether it is the same problem you had last year. John Foster
Dulles, former U.S. Secretary of State

Leadership is solving problems. Colin Powell

At the heart of effective leadership and the collaborative process is a
technique called problem-solving. Problems needing solutions are the

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