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

Build powerful negotiation skills and become a better dealmaker and leader. Download our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.

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

PON Staff   •  07/22/2015   •  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 

Example of the Anchoring Effect and the Drawbacks of Goals in Negotiation Scenarios

PON Staff   •  07/15/2015   •  Filed in Negotiation Skills

Goal setting affects performance. In a review of goal-setting research, negotiation scholars Deborah Zetik and Alice Stuhlmacher of DePaul University found that when negotiators set specific, challenging goals, they consistently outperform those who set lower or vague goals. Perhaps not surprisingly, performance improves when negotiators are given rewards for reaching a goal, such as a … Read More 

Define Negotiation Skills: Trust in Negotiations

PON Staff   •  06/15/2015   •  Filed in Negotiation Skills

Trust may develop naturally over time, but negotiators rarely have the luxury of letting nature take its course. Thus it sometimes seems easiest to play it safe with cautious deals involving few tradeoffs, few concessions, and little information sharing between parties. But avoiding risk can mean missing out on significant opportunities. For this reason, fostering … Read More 

Examples of Negotiation in Daily Life – Information Asymmetries and Lies of Omission

PON Staff   •  06/03/2015   •  Filed in Daily, Negotiation Skills

Whether we like it or not, negotiators often lie. Researchers have found that while most of us are generally aware of this fact, few of us are adept at detecting actual lies in negotiation.

In two studies, Maurice E. Schweitzer and Rachel Croson of the Wharton School at the University of Pennsylvania move beyond the challenge … Read More 

PON Faculty Members Jeswald Salacuse, Deborah Kolb, and William Ury Honored on Time’s List of the Five Best Negotiation Books of 2015

Keith Lutz   •  05/04/2015   •  Filed in Negotiation Skills

Program on Negotiation faculty members Jeswald Salacuse, Deborah Kolb, and William Ury were named by Time magazine as the authors of three of the five best negotiation books of 2015.

Jeswald Salacuse’s latest work, The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty-First Century, describes the negotiation skills people need to succeed … Read More 

Paola Cecchi-Dimgelio and Peter Kamminga Publish Negotiation Research on the Development of Collaborative Law in the World

Keith Lutz   •  04/27/2015   •  Filed in Negotiation Skills

Paola Cecchi-Dimeglio, a Postdoctoral Research Fellow at PON and a joint fellow at Harvard Kennedy School at the Women and Public Policy Program (WAPPP), and Peter Kamminga, Associate Professor of Law at Amsterdam University in the Netherlands and a PON Postdoctoral Research Fellow, published research in The Journal of the Legal Profession on the development of collaborative … Read More 

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