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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Leadership Styles in Crisis Negotiations

Alex Green   •  08/17/2017   •  Filed in Leadership Skills

euro crisis in Greece leadership qualities for a negotiation in crisis

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 

Impact of Leadership Styles on Strategic Decisions: Taylor Swift and Apple Music at the Negotiation Table

Alex Green   •  08/10/2017   •  Filed in Leadership Skills

leadership

When Apple Inc. announced plans to step into the market for streaming audio, it had no idea what was waiting for it. To do it, the company negotiated countless agreements with musicians and studios. How someone can take charge of so many complex negotiations with musicians and studio executives begs the question, what is leadership … Read More 

Real Leaders Negotiate to Meet Their Organization’s Goals

Katie Shonk   •  08/07/2017   •  Filed in Leadership Skills

Real Leaders Negotiate to Meet Their Organization’s Goals

Imagine a typical leader, and you might think of someone who is bold, decisive, visionary, assertive, and charismatic. Now think about the kinds of actions that such a leader might regularly engage in. Delegating, making top-down decisions, and otherwise exerting one’s power might immediately come to mind.

A behavior that’s not typically at the top of … Read More 

Negotiation Skills and Bargaining Techniques from Female Executives

PON Staff   •  08/03/2017   •  Filed in Leadership Skills

Negotiation Skills and Bargaining Techniques from Female Executives

Dozens of female CEOs and other high-level women negotiators have told us about their experiences negotiating in traditionally masculine contexts where standards and expectations were ambiguous. Their experiences varied according to the gender triggers that were present in the negotiations and they adapted their negotiation strategies to accommodate these shifts. … Read More 

Leadership Style Assessment: Road Map for Podemos in Spain

Alex Green   •  07/20/2017   •  Filed in Leadership Skills

Leadership Style Assessment: Road Map for Podemos in Spain

The skills required for honing an effective participative leadership style have a great deal in common with those used by good negotiators. Following the May 24, 2015 municipal elections in Spain, all of those skills are being put to the test. The elections delivered a stunning rebuke to the incumbent conservative Popular Party of Mariano … Read More 

Women Negotiators Break New Ground

PON Staff   •  06/29/2017   •  Filed in Leadership Skills

In many other parts of the world, women face the daunting challenge of winning a place at the negotiating table in the first place. In particular, UN Women, an agency of the United Nations, has noted that women are vastly underrepresented in formal peace negotiations worldwide. … Read More 

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