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.
During the past several years, one scandalous story of unethical behavior after another has made headlines: Countrywide’s and AIG’s risky business practices, trader Bernard Madoff’s Ponzi scheme, and former Illinois governor Rod Blagojevich’s alleged attempt to sell a U.S. Senate seat. As instances of people behaving badly proliferate, some commentators have wondered if we are … Read More
On June 19, Republican Representative Thomas Massie of Kentucky, a libertarian, teamed up with two liberal Democrats, Zoe Lofgren of California and Rush D. Holt of New Jersey, to push through an amendment that places new prohibitions on the National Security Agency and the CIA’s surveillance operations, including barring the agencies from engaging in warrantless … Read More
Adapted from “Coping with Culture at the Bargaining Table,” first published in the May 2009 issue of Negotiation.
Why we focus on culture
Why does concentrating on the other side’s culture lead to problems in negotiation? Consider that negotiators often focus too narrowly on the most obvious information about the task at hand. Such focusing failures lead negotiators to … Read More
In the early 1990s, NASA managers and engineers were warned by an expert in risk
analysis that the heat-resistant tiles that protected space shuttles during reentry into Earth’s
atmosphere could be damaged by debris from the insulating foam on the shuttle’s’ fuel tanks.
During missions over the next 10 years, debris did, indeed, hit tiles, but the damage … Read More
The Consensus Building Institute (CBI) based in Boston, Massachusetts and in Washington, DC has honored Program on Negotiation faculty member Lawrence Susskind with its creation of a one-year graduate student fellowship that offers the successful candidate the opportunity to work with CBI in Boston or DC on an area of focus for bot CBI and … Read More
On May 30, the National Basketball Association (NBA) announced it had approved former Microsoft CEO Steve Ballmer’s record-breaking $2 billion offer to buy the Los Angeles Clippers from Shelly Sterling, wife of Clippers owner Donald Sterling. In April, the NBA banned Sterling from the league for life after racist remarks he made during a phone … Read More
The Program on Negotiation has awarded Eugene B. Kogan the 2014 Howard Raiffa Doctoral Student Paper Award for his paper “Coercing Allies: Why Friends Abandon Nuclear Plans.” This paper was submitted as his thesis for the Ph.D. program at Brandeis. Mr. Kogan is currently a Stanton Nuclear Security Postdoctoral Fellow in the International Security Program at … Read More
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Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator’s success. This discussion was held at the 3 day executive education workshop for senior executives at the Program on Negotiation at Harvard Law School.
Guhan Subramanian is the Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School.