“A brilliant and comprehensive introduction to the most seminal component of leadership: wisdom. The diversity of the readings and wisdom of the authors make this a most original and valuable addition to the management canon.”—Warren Bennis, Distinguished Professor of Management, University of Southern California and author of On Becoming a Leader“This wonderful compilation proves that management is as much art as science, and that deep thinking can inform and inspire practice to be more humane, ethical, and, yes, wise.”—Rosabeth Moss Kanter, Harvard Business School Professor and best-selling author of Confidence: How Winning Streaks and Losing Streaks Begin and End“If you'll forgive a pun, this is a wise book about organizational and managerial wisdom. It shows what's possible when some of our best thinkers turn their collective attention to such timely subjects as EQ, negotiation, global politics, and individual and organizational ethics.”—Steve Kerr, Chief Learning Officer, Goldman Sachs, and Past President of the Academy of Management“One of the ‘most promising’ forthcoming management books.”—EUROPEAN ACADEMY OF MANAGEMENTOrganizes wisdom around the five primary philosophical branches—logic, ethics, aesthetics, epistemology, and metaphysicsApplies wisdom in organizations and management through international examples that synthesize a set of practical principles for academics and practicing managersOffers an outstanding collection of world-renowned scholars who give profound insights regarding wisdom
Chapter 6: Interpersonal Ethics—the Wise Negotiator
Interpersonal Ethics—the Wise Negotiator
Writing a chapter on negotiation for a handbook of wisdom is an interesting challenge. Negotiation is normally not an area where people “search” for wisdom. In fact, most people assume that the best way to negotiate can be inferred from “tough” negotiators who they know intimately—the grandmother who negotiated a great price when she sold the family homestead, the father who negotiated a good price on a new SUV, or the labor leader who brags on television about his negotiating skills in securing a new union contract. The “wisdom” we often gain about how to negotiate is based on what we think we can learn from those who have boasted about their success. However, these success stories are ...