[spp-player enclosure url="http://traffic.libsyn.com/marknelsonshow/MNshowEpisode003LetterFromBirminghamJailKingNegotiation.mp3" length="14643531" type="audio/mpeg" >] In this episode, I want to highlight the pivotal role that negotiation often plays in leadership. It is not enough for leaders to have influence. An effective leader needs to have influence - yes - but you need to negotiate your way to change. One example I like to illustrate for this point comes from Martin Luther King Jr. - the celebrated civil rights leader from the mid-20th century in America.   [spp-transcript]  

[spp-player enclosure url="http://traffic.libsyn.com/marknelsonshow/MNShow002RansomofRedChiefandNegotiationLeverage.mp3" length="9115708" type="audio/mpeg" >] The Ransom of Red Chief is an American classic short story that lends itself as an instructive backdrop for discussion about negotiation leverage.  Leverage in a negotiation is the degree to which your ability or power brings about an agreement with another party on your terms.  [spp-transcript]

[spp-player enclosure url="http://traffic.libsyn.com/marknelsonshow/MNShow001KeyHelpsinSimpleNegotiations.mp3" length="8905131" type="audio/mpeg" >] Exercising your bargaining skills and strategies in simple negotiations can keep you sharp for bigger challenges. Improving your negotiation results in any venue is a welcome feat - with benefits. With a detailed look at a common transaction, Mark discusses strategies for success and gives reasons for you to negotiate more often than you may be inclined to.