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.
How do differing levels of power in negotiation and status affect negotiators and the bargaining process? Negotiation research shows that high power negotiators can have advantages and disadvantages due to their status depending on the negotiation scenario. … Read More
How does an individual negotiator’s personality affect her negotiation techniques at the negotiation table? Negotiation research has revealed some strategies bargainers can use to overcome any personality constraints to negotiation success. … Read More
Integrative negotiators seek to create value in negotiations rather than claim their share – read this article drawn from negotiation research to find out how integrative negotiators develop negotiation strategy and approach the bargaining table with a value-creating mindset. … Read More
When using an agent in negotiation, your negotiation strategy and definitely the negotiation techniques you use to achieve success at the bargaining table change – but how much so? How different is negotiating with an agent from negotiating with an equal counterpart? In this article the Program on Negotiation explores the business negotiation techniques negotiators … Read More
What can improv do to improve a negotiator’s negotiating ability? Learn about the negotiation skills one can learn from the world of improv in this interview with Michael Wheeler, Harvard Business School professor and PON faculty member, about his latest book on bargaining and agreements. … Read More
Use integrative negotiation strategies to insure that you are approaching each negotiation with a rational mindset, formulating your BATNA and the zone of possible agreement while mitigating the negative effects of bias. … Read More
But what, exactly, do negotiators learn from nonverbal behavior? Dowe read each other’s gestures and expressions accurately or not? Can we increase our negotiation success by deliberately modifying our own nonverbal behavior? Here we analyze three scenarios to help you understand how nonverbal behavior may be affecting your negotiations. … Read More
How would you characterize your negotiating style: Are you collaborative, competitive, or compromising? If you have trouble answering that question, you’re probably not alone. That’s because skilled negotiators typically take on all these styles during a negotiation: they listen closely and collaborate to create value, they compete for the biggest slice of the pie, and … Read More
When you expect people to be competitive, it’s not only your own behavior that changes. You also set up a self-fulfilling prophecy, such that your expectations about the other side’s behavior lead him to behave in ways that confirm your expectations. … Read More
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Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator’s success. This discussion was held at the 3 day executive education workshop for senior executives at the Program on Negotiation at Harvard Law School.
Guhan Subramanian is the Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School.