The Role of Leadership Negotiation Power and the Management of Communication Policies

Koliopoulos, Alexandros ; Triantari, Sotiria ; Stavropoulou, Eirini ; Spinthiropoulos, Konstantinos ; Garefalakis, Alexandros (2021-10)

research article


Purpose: The leaders’ communication skills, as they emerge in negotiations, contribute decisively to sustainability of business. This study identifies a set of characteristics, abilities, and skills that leaders possess and which, depending on the type of leadership, the character of their subordinates, and the achievement of goals at the workplace, emphasizes certain elements completing and supplementing the character of a leader to a greater or smaller extent that can lead to sustainability of business organizations. Design/Methodology/Approach: Almost all characteristics scattered through leadership models enable us to formulate a proposed model aggregating these characteristics. Findings: The study proposes the model of the leader-negotiator/mediator, modelled on the personality of an orator, possessing all the distinguishing features of a modern, demanding, and multi-faceted leader who aims both to achieve practical objectives at employee’s satisfaction. Practical Implications: Organizations and businesses want to grow in an ever-changing internal and external environment. The reasons that lead to the reorganization of companies and organizations vary. The role of leadership and in general the characteristics that govern leaders, plays an essential role for the smooth continuation of business activity. Originality/Value: This research provides a different approach to the role of leadership when dispute resolution is done using consensual mediation.

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