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 it’s 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 the ongoing stalemate between President Barack Obama and Congressional leadership.
Experienced and aspiring executives would both benefit from negotiation training like that found in the Program on Negotiation’s Executive Education programs, including Negotiation and Leadership: Dealing with Difficult People and Problems, the Harvard Negotiation Master Class, or the Harvard Mediation Intensive. 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.
Collaborative leadership offers competitors opportunities to create value through negotiation, but it must be pursued with an awareness of potential pitfalls, a case study of the California raisin industry shows. … Learn More About This Program 
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
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
When we think of successful leaders, we typically envision a solitary person—a president, CEO, or entrepreneur—drawing on their vision, charisma, and drive to inspire and direct others. As our world grows increasingly more connected and complex, however, this top-down approach to leadership is becoming increasingly outdated. … Read What Is Collective Leadership?
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
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. Leadership trends wax and wane, and charismatic leadership has more recently taken a back seat to less hierarchical and paternalistic leadership styles, such … 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
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
Some people learn to negotiate on the job, in a classroom, or in a therapist’s office. In Nelson Mandela’s case, “prison taught him to be a master negotiator,” writes Bill Keller in his New York Times obituary of the legendary activist turned president, who died on December 5, 2013. … Read Nelson Mandela: Negotiation Lessons from a Master
Jeswald Salacuse, a Tufts University professor and pivotal member of the Program on Negotiation, made rich and lasting contributions to the fields of negotiation, leadership, and beyond over the course of his distinguished career. … Learn More About This Program
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