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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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 

Frustrated by a Meddling Boss? Negotiate your Authority from the Start

PON Staff   •  10/31/2018   •  Filed in Leadership Skills

As North Atlantic Treaty Organization (NATO) ambassadors geared up to finish negotiating a new declaration on national security in Brussels this past July, they received an unusual directive from NATO secretary general Jens Stoltenberg. At the request of U.S. security adviser John Bolton, Stoltenberg asked the ambassadors, who represented 29 North American and European nations, to … Read More 

Bargaining at a Fever Pitch

PON Staff   •  05/29/2018   •  Filed in Leadership Skills

bargaining

Have you ever won an auction only to realize later that you overbid for the prize? In competitive bidding situations, it’s easy to get carried away in the heat of the moment and overpay. The Boston Red Sox 2006 procurement of Japanese pitching phenomenon Daisuke “Dice-K” Matsuzaka offers a lesson in keeping cool in these … Read More 

A University Negotiates Accusations of Autocratic Leadership

Alex Green   •  02/01/2018   •  Filed in Leadership Skills

autocratic leadership

While not always popular with employees, there are countless situations where running an organization with an autocratic leadership style can be valuable at the right moment. When the Suffolk University Board of Trustees announced in January 2016 that they would sever University President Margaret McKenna’s contract after only eight months, however, Board Chairman Andrew Meyer, … Read More 

Women Negotiators Break New Ground

PON Staff   •  01/18/2018   •  Filed in Leadership Skills

women negotiators

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 

Negotiating seamless leadership transitions

PON Staff   •  11/30/2017   •  Filed in Leadership Skills

Travis Kalanick, until recently the CEO of ride-hailing service Uber, helped grow the company from the seed of an idea in 2009 into a global firm valued at nearly $70 billion. He cemented his power by becoming Uber’s single biggest shareholder, negotiating for a seat on Uber’s board, and filling other board seats with his supporters. … Read More 

Negotiation Research You Can Use: When women “lean out” of leadership roles

PON Staff   •  09/30/2017   •  Filed in Leadership Skills

Women are underrepresented in leadership roles in the workplace, holding only about 16% of executive positions in Fortune 500 companies. Facebook COO Sheryl Sandberg and others have urged women to “lean in” by competing for high-level managerial jobs and negotiating for better pay and greater responsibility. Yet substantial evidence shows that many women who try … Read More 

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