Negotiation Skills

Negotiation is the process of discussion between two or more disputants, who seek to find a solution to a common problem, one that meets their needs and interests acceptably. Learning to be a skilled negotiator can help you make deals, solve problems, manage conflict, and preserve relationships. Negotiation strategies, techniques and tips can be found in our Negotiation Newsletter and skills are taught in our Executive Education programs and graduate programs.

Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a FREE copy of Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator.

Negotiation Skills: What to Share in Negotiation

PON Staff   •  11/16/2014   • Filed in Negotiation Skills

The prospect of sharing information with a negotiating counterpart can be scary. Share too much, and the other side might conclude that you’re desperate to make a deal, any deal. There’s also the risk of giving away privileged information that your counterpart could use against you. A careful analysis of the pros and cons of … Read More 

Negotiation Skills: Confront Your Anxiety, Improve Your Results

PON Staff   •  11/10/2014   • Filed in Negotiation Skills

A new research study confirms what many of us have suspected: anxiety about a negotiation is likely to work against you. Researchers Alison Wood Brooks and Maurice E. Schweitzer of the Wharton School at the University of Pennsylvania have taken a first look at whether anxiety affects negotiators’ outcomes. In three experiments, the researchers induced … Read More 

Negotiating for Continuous Improvement: Monitor and Assess Your Negotiation Skills

PON Staff   •  10/15/2014   • Filed in Negotiation Skills

Many organizations subject their executives to rigorous performance reviews, yet few companies include negotiation effectiveness as one of the core competencies they track. Instead, negotiation is usually subsumed under categories such as “emotional intelligence,” or “persuasiveness.” The negotiator-related questions posed in most “36-degree assessments” don’t measure the right skills and abilities, such as preparation. When … Read More 

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