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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Dear Negotiation Coach: Finding New Ways to Improve Hiring Practices

PON Staff   •  01/31/2023   •  Filed in Leadership Skills

improve hiring practices

Many people overlook the fact that hiring is a type of negotiation. We negotiate with our colleagues and ourselves about making the right choices, and we negotiate with candidates over expectations. As many people have experienced, however, hiring is anything but straightforward, and we often make mistakes. We spoke to Michael Luca, Lee J. Styslinger … Learn More About This Program 

Great Women Leaders Negotiate

Katie Shonk   •  01/31/2023   •  Filed in Leadership Skills

great women leaders

Great women leaders are no different than great male leaders—except that they may have faced more discrimination, lower expectations, and stronger resistance along the way. When women in leadership succeed, they often do so by cultivating successful negotiating skills. Here, we examine strategies that three top women in negotiation employed to become great women leaders. … Read Great Women Leaders Negotiate 

Dear Negotiation Coach: Catering to Expectations in High Stakes Conversations

PON Staff   •  01/17/2023   •  Filed in Leadership Skills

high stakes conversations

When we meet someone for the first time, especially in high stakes conversations, we want to make a good impression. But how much should we alter our own behaviors and opinions to meet what we believe to be our counterpart’s expectations? We received just such a question recently, and spoke with Francesca Gino, Professor of … Learn More About This Program 

Implicit and Explicit Bias: When Negotiators Discriminate Based on Race

PON Staff   •  12/29/2022   •  Filed in Leadership Skills

implicit and explicit bias

Implicit and explicit bias are common, whether the guilty parties are aware of it, or not.  On July 14, 2015, American Honda Finance Corporation (AHFC), the U.S. financing division of Japanese car manufacturer Honda, agreed to refund $24 million to minority borrowers to settle federal investigations. AHFC was alleged to have racially discriminated against the … Learn More About This Program 

Dear Negotiation Coach: Confronting Unconscious Bias Constructively

PON Staff   •  12/20/2022   •  Filed in Leadership Skills

Confronting Unconscious Bias

In her book The Person You Mean to Be: How Good People Fight Bias (HarperCollins, 2018), Dolly Chugh, a social psychologist at New York University’s Stern School of Business, drew on her research about confronting unconscious bias to write the quintessential guide to standing up for our beliefs. In a conversation with her, she offered … Learn More About This Program 

Directive Leadership: When It Does—and Doesn’t—Work

Katie Shonk   •  12/05/2022   •  Filed in Leadership Skills

Dealing with Difficult Employees directive leadership

These days, directive leadership tends to be out of fashion, with many experts promoting a more egalitarian management style. Yet directive leadership has its time and place, according to research dating back decades.
Path-Goal Theory and Directive Leadership
The concept of directive leadership is rooted in an influential 1971 Administrative Science Quarterly article by Robert House, “A … Learn More About This Program 

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