THE ORGANISATIONAL LEADER AS STAKEHOLDER NEGOTIATOR 

Al Dunlap was famously quoted as saying that “The most ridiculous term heard in the boardroom today is ‘stakeholders’. Stakeholders! Every time I hear the word, I ask, ‘How much did they pay for their stake?’”

Negotiation is a process that can, by its very nature strike fear in your heart. Am I going to be ripped off? Is this the best offer? What if they don’t take this price? These are all questions that can cause even the most experienced negotiators to tremble at the prospect of trying to reach a deal. However, solid negotiation should be seen as providing you with an opportunity to work towards an outcome that achieves both a favourable result and a strong relationship. These two do not have to be mutually exclusive and durable agreements are still the ideal. "But what about the current market conditions?", I hear you say.