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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How To Share a Negotiation Education with Kids

PON Staff   •  08/11/2022   •  Filed in Leadership Skills

negotiation education

There are numerous opportunities for adults to learn and practice their negotiation skills. Whether it’s working through an issue with a coworker, buying a home, or taking actual negotiation education classes, if you want to improve your negotiation outcomes, you can find ways to learn. But what about kids? Are they too young to learn … Read How To Share a Negotiation Education with Kids 

Negotiating with Your Boss: Secure Your Mandate and Authority for External Talks

PON Staff   •  07/25/2022   •  Filed in Leadership Skills

women in the workplace,negotiating with your boss

When thinking about how to negotiate with your boss, you likely focus on negotiations over your salary, responsibilities, and workload. But negotiating with your boss can also set you up for success in negotiations outside your organization.

Many of us have been frustrated by a superior’s involvement in a negotiation, whether because they micromanaged talks, contradicted … Learn More About This Program 

What Is Collective Leadership?

Katie Shonk   •  06/27/2022   •  Filed in Leadership Skills

collective leadership

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. More and more, organizations are replacing charismatic leadership by … Read What Is Collective Leadership? 

Leadership and Decision-Making: Empowering Better Decisions

Katie Shonk   •  05/02/2022   •  Filed in Leadership Skills

collective leadership

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, write University of California, Berkeley, professor Don A. Moore and Harvard Business School … Learn More About This Program 

Collective Leadership and the Paris Climate Change Agreement

Nicole Bryant   •  04/26/2022   •  Filed in Leadership Skills

Collective Leadership and the Paris Climate Change Agreement

On April 14, the Program on Negotiation presented its 2022 Great Negotiator Award to Costa Rican diplomat Christiana Figueres for her success in spearheading the 2015 Paris Agreement on climate change. In a daylong series of events, including a public interview led by Harvard Kennedy School professor Hannah Riley Bowles and Harvard Business School professor … Learn More About This Program 

Managing Negotiators? Avoid 3 Common Negotiation Mistakes

PON Staff   •  12/30/2021   •  Filed in Leadership Skills

negotiation mistakes

In 2019, face-to-face meetings between then U.S. president Donald Trump and North Korean leader Kim Jong-un, held in Hanoi, Vietnam, came to an abrupt end after Kim insisted that the United States lift all economic sanctions against his country in return for denuclearization. Trump refused and ended the talks, telling reporters, “Sometimes you have to … Learn More About This Program 

Dear Negotiation Coach: Will a Flexible Schedule Change Salary Expectations?

PON Staff   •  12/28/2021   •  Filed in Leadership Skills

salary expectations

Even before the coronavirus pandemic, remote work and flexible schedules were gaining popularity. While plenty of surveys tout the popularity of this flexibility, Alexandre Mas, Professor of Economics and Public Affairs at Princeton University and Amanda Pallais, Professor of Economics at Harvard University put it to the test to find out if employees would lower … Learn More About This Program 

Dear Negotiation Coach: Confronting Unconscious Bias Constructively

PON Staff   •  10/12/2021   •  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 

How an Authoritarian Leadership Style Blocks Effective Negotiation

Katie Shonk   •  08/30/2021   •  Filed in Leadership Skills

authoritarian leadership style

Those who favor an authoritarian leadership style, also known as an autocratic leadership style, tend to believe their approach to management is more efficient and decisive than a more collaborative leadership style. But because a top-down approach can heighten the power differential between leaders and those who report to them, it often backfires, generating resentment … Learn More About This Program 

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