The document discusses the sources of power and skills needed for effective leadership in negotiations. It notes that leadership power comes from resources, rewards that provide value, coercion through pressure, and establishing a shared perspective. Effective leaders also have legitimacy, expertise in negotiation processes and knowledge of the issues, and information about parties' preferences and the zone of possible agreement. Leaders are more successful when they can understand challenges, map out summaries, find solutions, navigate logic and emotions, and tell stories that consider all perspectives.

2. leadership

5. authority

7. power

8. sources of power

9. european commission

10. expertise

11. presidency

12. position

13. member states

14. resources

15. leadership resources

16. reward

17. “ the leader giving something to the negotiating parties that they did not previously have.”

18. coercion

19. pressure

20. socialisation

21. a common perspective or shared point of view

22. “ A high probability of future encounters increases the likelihood of mediated agreement” (Wall & Lynn, 1993: 173)

23. “ Small groups whose members have a history of working together productively are likely to be more effective than those that do not”(Rubin & Swap, 1994: 136)

24. “ Concession making behavior is more probable if parties show a commitment to a working relationship” (Pruitt, 1991)

25. legitimacy

26. Without legitimacy to intervene in a negotiation the action of a potential leader will be rejected by the other parties

27. expertise

28. process expertise (leadership and negotiating skills) content expertise (technical knowledge of the subject matter) (Wall & Lynn, 1993)

29. information

30. “ An effective leader needs information on the situation, the context, what is at stake, the other parties’ needs, goals, means of action, personality, and values” (Dupont & Faure, 1991: 52)

31. “ If the leader has perfect information about parties’ preferences it is possible to draft a highly efficient compromise agreement” (Lax & Sebenius, 1986: 172)

32. “ Better information gives a more accurate idea of where the zone of possible agreement lies” (Carnevale, 1986: 253)

33. sherpa

35. challenges (problems)

36. maps (summaries)

37. paths (solutions)

38. logic

39. emotions

40. emotional intelligence

41. awareness

43. story teller

44. story teller

46. self

47. us

48. now