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.

Harvard Negotiation Law Review Symposium Will Honor Roger Fisher

PON Staff   •  02/15/2013   • Filed in Dispute Resolution, Negotiation Skills

The Harvard Negotiation Law Review’s 2013 Symposium, entitled, “Ideas and Impact: Roger Fisher’s Legacy,” will be held on Saturday, March 2, 2013 at the Harvard Law School in Austin North from 9:00 a.m. to 5:00 p.m.   The full-day event will explore the contributions of the late Roger Fisher, co-founder of the Harvard Negotiation Project and … Read More 

Self-Analysis and Negotiation

PON Staff   •  02/05/2013   • Filed in Negotiation Skills

“Separate the people from the problem,” advises the best-selling negotiation text Getting to Yes. That’s certainly good counsel when tempers flare and bargaining descends into ego battles, but it’s a mistake to ignore the psychological crosscurrents in negotiation. Unless they are addressed, a deal may never be reached. … Read More 

Transferring Negotiation Knowledge

PON Staff   •  01/31/2013   • Filed in Negotiation Skills

After attending intensive executive education courses, managers typically return to the office with a sense of excitement about applying their new knowledge – only to find 200 emails and 2 voicemail messages waiting for them. Amid the chaos, the lessons of the past few days are forgotten. The unmet challenge of executive education is the … Read More 

When You Should Put Pen to Paper

PON Staff   •  01/22/2013   • Filed in Negotiation Skills

Managers often are surprised to learn that deals don’t need to be written down to be legally binding. As a matter of contract law, all that’s needed is an offer, acceptance, and consideration - legalese for a benefit gained by each side. For many deals, this means that a handshake is sufficient to “bind” the … Read More 

Improving Negotiation Skills Training

Keith Lutz   •    • Filed in Negotiation Skills

How would you characterize your negotiating style: Are you collaborative, competitive, or compromising? If you have trouble answering that question, you’re probably not alone. That’s because skilled negotiators typically take on all these styles during a negotiation: they listen closely and collaborate to create value, they compete for the biggest slice of the pie, and … Read More 

Fickle Intuition

PON Staff   •  01/09/2013   • Filed in Negotiation Skills

Placing Trust in Others

When it comes to trusting others, negotiators often rely on their gut instincts.

Recent studies indicate, however, that extraneous factors can sway such judgments.

For example, Michael Kosfeld and other University of Zurich researchers introduced a twist in a classic trust game in which subjects must decide on how much money to invest when … Read More 

PON co-sponsors negotiation skills training for Israeli and Palestinian students

PON Staff   •    • Filed in Middle East Negotiation Initiative, Negotiation Skills, Videos

Thanks to leadership from the Middle East Negotiation Initiative (MENI) of the Program on Negotiation at Harvard Law School, a series of negotiation skills trainings was recently provided to eleventh grade students from Jewish and Arab schools in Israel.  These two-day workshops, co-sponsored by the Program on Negotiation and the Amal Network and funded by … Read More 

Negotiation Tips: A Value-Creation Checklist

Keith Lutz   •  01/08/2013   • Filed in Negotiation Skills

By following these tips in your next negotiation, you’ll improve your chances of meeting everyone’s interests.

Before you sit down at the bargaining table, imagine a wide-range of options and packages, including some that may seem far-fetched.
When talks begin, remember that getting down to business too quickly can stand in the way of building trust.
Emphasize to … Read More 

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