Leading Negotiators - Identifying and Optimizing Leadership Touchpoints in Negotiation Processes

Abstract: Negotiations are complex and high-stakes interactions where leadership plays a crucial role in shaping outcomes. However, existing research has largely overlooked the systematic integration of leadership styles across the negotiation process. This study addresses this gap by identifying and evaluating leadership "touchpoints" across three negotiation phases: Preparation, Conduct, and Controlling. Using a mixed-methods approach, the first study employs semi-structured interviews with negotiation leaders to map touchpoints, such as goal setting, strategy development, pre-simulations, and post-negotiation evaluations. A subsequent survey leverages Conjoint Analysis to assess the importance and feasibility of these touchpoints. The second study examines the implementation of touchpoint-specific leadership styles in experimental settings, identifying optimal styles for maximizing team performance and negotiation success. This research contributes to the theoretical understanding of negotiation leadership and offers practical guidelines for developing a comprehensive leadership framework, equipping leaders to navigate the complexities of modern negotiation environments effectively.

Keywords: leadership, negotiation, leadership touchpoints, leadership style, strategic guidance, organizational success