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

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.

Tough Negotiation Tips from Jennifer Aniston?

Alex Green   •  02/03/2015   •  Filed in Negotiation Skills

Fans of the television show Friends got a treat last month when Netflix made all 236 episodes of the blockbuster hit available to stream online. At first glance actors Lisa Kudrow, Jennifer Aniston and the rest of the star-studded cast might not be your first pick to peg as formidable negotiators, but at the height … Read More 

Negotiation Skills: View Your Counterpart as an Agent

PON Staff   •  01/26/2015   •  Filed in Negotiation Skills

Looking for yet another way to build your power at the negotiating table? Examine the incentives of your counterpart—and then consider whether they align with those of the group she represents. In most business negotiations, notes Harvard professor Guhan Subramanian, your counterpart is acting as her organization’s representative, or agent (just as you’re acting as … Read More 

Negotiating between friends

PON Staff   •    •  Filed in Negotiation Skills

Adapted from “Dealing with Friends,” first published in the Negotiation newsletter.
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 tomato juice, and you had the large.
With our close friends, of course, the opposite tends to occur, … Read More 

Negotiation Skills: Overcoming the Not-In-My-Backyard (NIMBY) Syndrome

PON Staff   •  01/17/2015   •  Filed in Negotiation Skills

Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse)

NIMBY opposition is counterproductive, costly and unnecessary. In this posting, the author explains a proven process for getting around it and settling disputes before they have a chance … Read More 

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