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

The Power of a Simple Thank You

PON Staff   •  12/01/2016   •  Filed in Daily, Negotiation Skills

Expressions of gratitude have a number of positive effects, such as helping us savor pleasurable experiences, manage stress, and strengthen relationships, researchers have found. In negotiation and other contexts, showing gratitude also motivates those we thank to keep on giving.

In a series of experiments, researchers Adam M. Grant and Francesca Gino examined why expressions of … Read More 

Four Strategies for Making Concessions

PON Staff   •  11/28/2016   •  Filed in Daily, Negotiation Skills

Harvard Business School: Working Knowledge

by Deepak Malhotra (Associate Professor of Business Administration, Harvard Business School)

Skilled negotiators know that making strategic concessions at the right time can be an effective tactic in negotiations. In this article, Deepak Malhotra, professor at Harvard Business School and PON affiliated faculty member, suggests four ways to make your concessions work … Read More 

Emotional Intelligence as a Negotiating Skill

Katie Shonk   •  11/24/2016   •  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. … Read More 

Value Claiming in Negotiation

Katie Shonk   •  11/21/2016   •  Filed in Negotiation Skills

In most negotiations, we face two goals: claiming value and creating value. Value can be defined as anything you would like to get out a negotiation, whether it be more dollars, a consulting contract, a new rug, an end to conflict, and so on. … Read More 

Negotiating Skills and Negotiation Strategies: Emotional Expression at the Bargaining Table

PON Staff   •  11/17/2016   •  Filed in Negotiation Skills

Most of the existing negotiation research on affect in negotiation has focused on emotional experience rather than on emotional expression.

Yet negotiation studies have shown that emotional expression can occur independently from feelings, making expression worthy of investigation.

Marwan Sinaceur and Larissa Tiedens of Stanford University found that negotiators made more concessions when facing counterparts who expressed … Read More 

Power in Negotiation: The Impact on Negotiators and the Negotiation Process

PON Staff   •  11/15/2016   •  Filed in Negotiation Skills

According to Dacher Keltner of the University of California at Berkeley and his colleagues, power in negotiation affects two primary neurological regulators of behavior: the behavioral approach system and the behavioral inhibition system. Powerful negotiators demonstrate “approach related” behaviors such as expressing positive moods and searching for rewards in their environment. … Read More 

Would you like us to inform you when new posts become available?

We hate spam as much as you do. You have our promise not to sell or share your email address — ever! Please read our privacy policy.