Leadership Skills

People who leverage powerful leadership strategies are adept and skilled negotiators. Experience certainly informs these leadership skills, but negotiation training will take a negotiator’s negotiation skills to the next level. Leadership skills and negotiation involves an analysis of complicated negotiation case studies as well as learning an array of sophisticated competitive and cooperative negotiating strategies.

Relationships are critical to leadership – in fact, they are as important to leadership as they are to negotiation. A relationship is a perceived connection that can be psychological, economic, political, or personal; whatever its basis, wise leaders, like skilled negotiators, work to foster a strong connection because effective leadership depends on it.

Positive relationships are important not because they engender warm, fuzzy feelings, but because they engender trust – a vital means of securing desired actions from others. Any proposed action, whether suggested by a negotiator at the bargaining table or a leader at a strategy meeting, entails risk. People will view a course of action as less risky, and therefore more acceptable, when its suggested by someone they trust.

The Program on Negotiation includes many articles on great leaders in negotiations, such as former British Prime Minister Tony Blair, the late Russian Foreign Minister Eduard Shevardnadze and Apple CEO Tim Cook, as well as other topics such as outstanding women leaders, interest-based leadership and ongoing stalemate between President Barack Obama and Congressional leadership.

Experienced executives and aspiring executives would both benefit from negotiation training like that found in the Program on Negotiation’s spring and winter training courses, Negotiation and Leadership: Dealing with Difficult People and Problems, the Advanced Negotiation Master Class, held twice a year, or the summer Harvard Negotiation Institute. Perfecting your negotiation and leadership skills will enable a negotiator to negotiate in a variety of negotiation scenarios, improve relationships, create and claim more value at the bargaining table, and resolve conflicts.

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Collaborative Leadership at the Louvre

Katie Shonk   •  06/29/2020   •  Filed in Leadership Skills

collaborative leadership

When faced with conducting a series of negotiations with numerous counterparts, we often benefit from teaming up with colleagues. There’s much to learn about collaborative leadership from the deals that curators at France’s Louvre Museum conducted to secure loans of Leonardo da Vinci works for a major exhibit that opened in October 2019, as Kelly … Read More 

Leadership Skills: Negotiating for Diversity, Equity, and Inclusion

Katie Shonk   •  06/15/2020   •  Filed in Leadership Skills

leadership skills

Black men and women continue to be vastly underrepresented in leadership roles in corporate America. Those who advance in majority-white organizations encounter both covert and overt bias, and often struggle to feel authentic and connected. The Program on Negotiation’s Negotiation Briefings newsletter spoke with University of Virginia Darden School of Business professor Laura Morgan Roberts, … Read More 

A Global Leadership Vacuum During the Covid-19 Crisis

Katie Shonk   •  06/08/2020   •  Filed in Leadership Skills

global leadership

As the coronavirus outbreak in China exploded into an international pandemic, nations have largely struggled to confront Covid-19 in isolation rather than teaming up on global solutions. That “go it alone” approach has bred dysfunctional competition for scarce resources, a shortage of creative solutions, and enormous inefficiencies. Greater collaboration and coordination are needed to improve … Read More 

The Value of Collaborative Leadership During Crises

Katie Shonk   •  05/25/2020   •  Filed in Leadership Skills

collaborative leadership

The United States and South Korea were both hit hard by the coronavirus. Yet while South Korea swiftly limited the virus’s impact, infection and death rates have soared in the United States. What can the United States and other countries learn from South Korea’s coronavirus response and how can they better prepare for future pandemics? … Read More 

Responsible Leadership in Times of Crisis

Katie Shonk   •  05/18/2020   •  Filed in Leadership Skills

responsible leadership

We often think of responsible leadership in terms of how decision makers help steward their organization and its employees through challenging times. But as is becoming increasingly evident during the Covid-19 pandemic, responsible leadership can also mean going above and beyond to help society at large. In a recent New York Times article, David Gelles … Read More 

Leadership Styles in Crisis Negotiations

Alex Green   •  05/04/2020   •  Filed in Leadership Skills

crisis negotiations

Since the start of the global economic recession in 2008, few issues have proven as explosive as the Greek debt crisis. The Greek government’s commitment to repay billions of dollars in loans has been a source of contention with creditors ever since a sizable bailout was issued in 2010. … Read More 

How to Negotiate in Cross-Cultural Situations

Alex Green   •  03/12/2020   •  Filed in Leadership Skills

cross-cultural situations

Figuring out how to negotiate in cross-cultural situations can seem like a daunting endeavor, and for good reason. Negotiating across the cultural divide adds an entire dimension to any negotiation, introducing language barriers, differences in body language and dress, and alternative ways of expressing pleasure or displeasure with the elements of a deal. As a … Read More 

Organizational Leadership in High-Stakes Business Negotiations

PON Staff   •  02/24/2020   •  Filed in Leadership Skills

organizational leadership

Amid tightening global competition and demand for new technologies, automakers are feeling the urge to merge. In late 2018, Fiat Chrysler chairman John Elkann, an American-Italian running his family’s business, stepped up the search for a merger partner and reached out to Renault, among other companies.

For organizational leadership at Renault and Fiat Chrysler, the benefits … Read More 

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