PON – Program on Negotiation at Harvard Law School - https://www.pon.harvard.edu
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.
For women negotiating salary, a stubborn statistic has persisted for decades: They earn significantly less than men. In 2017, the average woman took home only about 82 cents for every dollar earned by a man, according to the Pew Research Center. Women are also much less likely than men to be found in top leadership … Learn More About This Program 
Jack Welch. Lee Iacocca. Ronald Reagan. Steve Jobs. Sam Walton.
These prominent leaders from the 1980s embodied a leadership style held up at the time as highly desirable and effective: charismatic leadership. … Learn More About This Program
To learn more about negotiation biases, let’s look back to July of 2018 when the principal flutist of the Boston Symphony Orchestra (BSO), Elizabeth Rowe, became the first Massachusetts resident to sue her employer under a new state law designed to address the persistent pay gap between men and women. … Learn More About This Program
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 How to Negotiate in Cross-Cultural Situations
What is the role of leadership in an organization? Contrary to the traditional image of a sole individual steering the ship, leaders have an obligation to empower everyone in their organization to make sound and ethical decisions in negotiations and other contexts. … Learn More About This Program
Are great leaders born or made? The question has fascinated scholars for nearly two centuries and spawned many theories.
The trait theory of leadership, which dates to the mid-1800s, originally proposed that only certain people possessed the personality traits required of effective leaders. Although that view has been widely rebutted, management scholars have continued to try … Read The Trait Theory of 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. … Learn More About This Program
A key component of moral leadership is motivating others to live up to their personal ethical standards and those of your organization, even in the face of temptations to behave unethically. … Learn More About This Program
These days, work can often feel chaotic and unfocused. Leaders and followers alike struggle to keep complex group projects moving forward in the face of seemingly insurmountable economic, technological, and logistical challenges. One tool that can help is facilitative leadership—a management strategy that empowers employees to make decisions, address conflict, and take on greater responsibility. … Read What Is Facilitative Leadership?
Today more than ever, employees want a say in the decisions that affect them. Workers are increasingly demanding input into where and when they work, what they do, whom they work with, and other issues. Democratic leadership styles, such as collective leadership and participative leadership, may prove to be particularly suited to improving job satisfaction … Learn More About This Program
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Business Negotiations
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Dealing with Difficult People
Dealmaking
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International Negotiation
Leadership Skills
Mediation
Negotiation Skills
Negotiation Training
Salary Negotiations
Teaching Negotiation
Win-Win Negotiations
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