Negotiation Skills

Negotiation is a deliberative process between two or more actors that seek a solution to a common issue or who are bartering over an item of value. Negotiation skills include the range of negotiation techniques negotiators employ to create value and claim value in their dealmaking business negotiations and beyond. Negotiation skills can help you make deals, solve problems, manage conflicts, and build relationships as well as preserve relationships. Negotiation skills can be learned with conscious effort and should be practiced once learned.

Negotiation training includes the range of activities and exercises negotiators undertake to improve their skills and techniques. Role-play simulations developed from real-world research and negotiation case studies, negotiation training provides benefits for teams and individuals seeking to create and claim more value in their negotiations.

The right skills allow you to maximize the value of your negotiated outcomes by effectively navigating the negotiation process from setup to commitment to implementation.

Negotiation training courses include Negotiation and Leadership: Dealing with Difficult People and Problems, the Advanced Negotiation Master Class, Harvard Negotiation Institute programs, and the PON graduate seminars.

This training allows negotiators to:

  • Acquire a systematic framework for analyzing and understanding negotiation
  • Assess and heighten awareness of your strengths and weaknesses as a negotiator
  • Learn how to create and maximize value in negotiations
  • Gain problem-solving techniques for distributing value fairly while strengthening relationships
  • Develop skills to deal with difficult negotiators and hard-bargaining tactics
  • Learn how to match the process to the context
  • Discover how effectively to manage and coordinate across and behind-the-table negotiations

Build powerful negotiation skills and become a better dealmaker and leader. Download our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.

Characteristics of Negotiation Styles: Are You Ready to Negotiate?

PON Staff   •  11/23/2015   •  Filed in Negotiation Skills

Characteristics of Negotiation Styles

“Winging it” is a fine approach to life’s minor decisions, but in negotiation, it can be disastrous. Follow these three preparation steps and improve your agreements.

You set up the contract renegotiation with a key client months ago. You had every intention of gathering a range of information to establish realistic goals and … Read More 

Power in Negotiations: How Effective Negotiators Project Power at the Negotiation Table

PON Staff   •  11/18/2015   •  Filed in Negotiation Skills

Negotiating power generally comes from one of three sources, according to Northwestern University professor Adam D. Galinsky and New York University professor Joe C. Magee:

1. A strong BATNA. Your best alternative to a negotiated agreement, or BATNA, is often your best source of bargaining power. By cultivating a strong outside alternative, you gain the power … Read More 

Emotional Intelligence as a Negotiating Skill and Negotiation Tactic

Katie Shonk   •  11/11/2015   •  Filed in Negotiation Skills

The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes and have found many successful negotiation examples using emotional intelligence in their research. After all, … Read More 

ZOPA Negotiation: Bargaining Between Friends

PON Staff   •  11/01/2015   •  Filed in Negotiation Skills

ZOPA Negotiation: How to Find Points of Agreement While Bargaining
Finding the zone of possible agreement in negotiations can be difficult, especially when dealing with friends and family. We all know people who have “alligator arms.” When the restaurant check comes, they can’t manage to reach their wallets, or they quibble that they had the small … Read More 

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