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 Improve Your Negotiation Skills: Negotiation Training from the Pros.

Have You Negotiated How You’ll Negotiate?

Filed in Negotiation Skills

A large pharmaceutical company was engaged in licensing negotiation with a small biotech firm over the terms of a technology transfer.

When the talks reached a standstill over royalty rates, the two sides began an all-weekend marathon session.

Each side came armed with supporting arguments and data, but, by Sunday afternoon, they had failed to converge toward … Read More 

The Limits of Emotional Intelligence as a Negotiation Skill

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. After all, the qualities that characterize emotional intelligence—awareness of our emotions and how they affect … Read More 

Emotional Expression in Negotiation

Filed in Negotiation Skills

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

Yet 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 (but did … Read More 

With “Surrender,” John Boehner Shows Keen Negotiation Skills

Filed in Negotiation Skills

On February 11, House of Representatives Speaker John A. Boehner reportedly rendered his Republican colleagues speechless. At a meeting of the Republican Capitol Hill Club, Boehner announced that he would bring to a vote a measure to raise the U.S. government’s borrowing limit without preconditions until March 2015, as reported in the New York Times.

The … Read More 

Adaptability at the Bargaining Table: How Improvisation and Jazz Music Inform Negotiation Strategy

Filed in Negotiation Skills

Aggressive tactics and hard-bargaining strategies may, at face value, provide a roadmap to success at the bargaining table but, as the Washington Post’s Kelly Johnson discovered in her interview with Program on Negotiation faculty member Michael Wheeler, adaptability to ever-changing circumstances is essential for the “dynamic” negotiations one encounters in everyday life. … Read More 

Interview with Michael Wheeler – The Art of Negotiation

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A Q&A with Michael Wheeler, author of The Art of Negotiation: How to Improvise Agreement in a Chaotic World.

We recently interviewed Michael Wheeler, HBS Professor and PON faculty member, about his critically acclaimed new book, The Art of Negotiation: How to Improvise Agreement in a Chaotic World. In his latest offering, Wheeler introduces his powerful, … Read More 

Social Comparisons in Negotiation

Filed in Negotiation Skills

Social comparisons – the assessments we make about how we measure up to others – are key to understanding how status operates in negotiation. These comparisons, which signal concern about relative status, have a profound impact at the bargaining table.

To make social comparisons, first we choose a reference group against which we can measure ourselves. … Read More 

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