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.

Sidetracked: Why and How We Decide to Act

Keith Lutz   •  04/09/2013   • Filed in Negotiation Skills

Francesca Gino’s newest book, Sidetracked: Why Our Decisions Get Derailed and How We Can Stick to the Plan discusses a common shortcoming that we have all faced at some point in our lives – the inability to set a goal and stick to it.

Often when we set goals for ourselves we seek to rectify some … Read More 

To Improve Your Negotiation Skills, Learn from a Pro

Keith Lutz   •  03/26/2013   • Filed in Negotiation Skills

On February 16, in the midst of the National Basketball Association’s (NBA) All-Star weekend, members of the National Basketball Players Association (NBPA) unanimously voted to oust Billy Hunter as the union’s executive director.

“This is our union and we have taken it back,” National Basketball Players Association president Derek Fisher said, as reported by ESPN.com. Fisher … Read More 

A Better Approach to Decision Making

mbazerman   •  03/21/2013   • Filed in Negotiation Skills

When you’re making important decisions during a negotiation and have the luxury of time, what’s the alternative to Blink?

Should you completely ignore your rapid cognitions?

In the article “Strategies for Negotiating More Rationally,” we described University of Toronto professor Keith Stanovich and James Madison University professor Richard F. West’s distinction between System 1 and System … Read More 

Finding the Right Process in India

PON Staff   •  03/06/2013   • Filed in Negotiation Skills

In 1995, a new government came into power in the Indian state of Maharashtra and canceled a 20-year power purchase agreement with the Dabhol Power Company, a joint-venture formed by Enron, General Electric, and Bechtel. Claiming that the deal was improper and even illegal, the government declared publicly that it would not renegotiate. … Read More 

Metaphorical Negotiation

PON Staff   •    • Filed in Negotiation Skills

Negotiators talk about building agreement, bluffing the opposition, and volleying offers back and forth. According to mediator Thomas Smith, careful attention to such metaphors can reveal deeper meaning beneath the explicit words that people use, notably regarding how they view the negotiation process and their relationship to one another. … Read More 

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 

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