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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Great Women Leaders Negotiate

Katie Shonk   •  10/04/2022   •  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 

The Opposite of Autocratic Leadership Styles

Alex Green   •  09/29/2022   •  Filed in Leadership Skills

leadership styles

While the advantages and disadvantages of leadership styles are not always readily apparent, one thing is certain – being decisive while avoiding autocratic leadership tactics is necessary for successful leaders and negotiators alike. Navigating these treacherous waters can be extraordinarily challenging, but it can also give rise to creative decisions that help resolve disagreements in … Read The Opposite of Autocratic Leadership Styles 

Paternalistic Leadership: Beyond Authoritarianism

PON Staff   •  09/26/2022   •  Filed in Leadership Skills

paternal leadership

What’s your first reaction to the concept of paternalistic leadership? If you’re new to the concept and from an individualistic culture, such as the United States, Canada, Australia, or many European nations, you might dismiss the idea out of hand. After all, paternalism connotes top-down leadership, an outdated and exclusionary male-centered viewpoint, and strict authoritarianism. … Read Paternalistic Leadership: Beyond Authoritarianism 

Dear Negotiation Coach: Managing Expectations With Work Assignments

PON Staff   •  09/20/2022   •  Filed in Leadership Skills

managing expectations

Managers often find themselves managing expectations in the workplace. Sometimes, however, managing expectations isn’t just about employees and staff, it can be about our own ideas of how the workplace functions. Such was the case with a question we received regarding the delegation of a new project.

Here’s the original question:

I recently asked one of our … Learn More About This Program 

Dear Negotiation Coach: Eliminating Unconscious Biases at Work By Naming Them

PON Staff   •  09/13/2022   •  Filed in Leadership Skills

unconscious biases

Black men and women continue to be vastly underrepresented in leadership roles in corporate America due to unconscious biases in the workplace, amongst other reasons that may be more conscious. Those who advance in majority-white organizations encounter both covert and overt bias, and often struggle to feel authentic and connected, write contributors to the book … Learn More About This Program 

Charismatic Leadership: Weighing the Pros and Cons

Katie Shonk   •  09/12/2022   •  Filed in Leadership Skills

Charismatic 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 as participative … Learn More About This Program 

Collaborative Leadership: Managing Constructive Conflict

Katie Shonk   •  08/18/2022   •  Filed in Leadership Skills

collaborative leadership

“I like conflict,” U.S. President Donald Trump said at a March 6, 2018 press conference, referring to his style as a businessman and as president. With many key leaders departing his administration, Trump denied the White House was in chaos and suggested any internal conflict had been beneficial. “I like having two people with different … Learn More About This Program 

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