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.

Organizational Leadership in High-Stakes Business Negotiations

PON Staff   •  02/24/2020   •  Filed in Leadership Skills

organizational leadership

Amid tightening global competition and demand for new technologies, automakers are feeling the urge to merge. In late 2018, Fiat Chrysler chairman John Elkann, an American-Italian running his family’s business, stepped up the search for a merger partner and reached out to Renault, among other companies.

For organizational leadership at Renault and Fiat Chrysler, the benefits … Read More 

Negotiation research you can use: When men are—and aren’t—more likely to negotiate than women

PON Staff   •  01/31/2020   •  Filed in Leadership Skills

Women can be less likely than men to initiate negotiations, a meta-analysis of existing studies on the topic concluded last year. Because negotiation is widely perceived as requiring stereotypically “masculine” traits, such as assertiveness and independence, rather than stereotypically “feminine” traits, such as concern for others and passivity, women may feel less comfortable launching negotiations than … Read More 

Collaborative Leadership: Managing Constructive Conflict

Katie Shonk   •  01/27/2020   •  Filed in Leadership Skills

“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 … Read More 

Collaborative Leadership: Managing Negotiators

Katie Shonk   •  12/16/2019   •  Filed in Leadership Skills

Organizational leaders, from middle managers to heads of state, often face the difficult task of overseeing mission-critical negotiations and managing individual negotiators and negotiating teams. Collaborative leadership—a focus on giving employees autonomy and a voice in key decisions—is often key to managing negotiators effectively.

We often overlook the important role of leadership in negotiation. But as … Read More 

Negotiation in the news: Power trip: For New York’s real estate industry, a shocking defeat

PON Staff   •  07/31/2019   •  Filed in Leadership Skills

When negotiators are accustomed to getting their way, they tend to rely on the same tried-and-true bargaining tactics—and fail to notice when they’ll no longer work. That’s the lesson New York City’s real estate industry was
forced to absorb in June after the newly Democratic-controlled legislature in Albany announced a landmark deal to strengthen the state’s rent … Read More 

Managing negotiators? Avoid 3 common mistakes

PON Staff   •  04/30/2019   •  Filed in Leadership Skills

A second round of face-to-face meetings between U.S. president Donald Trump and North Korean leader Kim Jong-un, held in Hanoi, Vietnam, at the end of February, 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, … Read More 

When “Do It Yourself” Sends the Wrong Message

PON Staff   •  01/31/2019   •  Filed in Leadership Skills

For decades, as women have filled the workforce and entered careers once closed to them, a stubborn statistic has persisted: 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 … Read More