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.

The Leadership Skills of Late Night

Alex Green   •  01/23/2017   •  Filed in Leadership Skills

The Leadership Skills of Late Night

Selecting the right person for a challenging job is often more than just a hiring decision. It’s a negotiation. Doing it well requires exceptional leadership skills. Nowhere is this clearer than in late night television. Last year, Jay Leno left The Tonight Show. … Read More 

Teaching Children to Self-Advocate

PON Staff   •  10/07/2016   •  Filed in Leadership Skills

DEAR NEGOTIATION COACH

QUESTION:

Our two young children are natural-born negotiators when it comes to getting what they want from their dad and me, but they tend to rely on us to advocate for them with those outside the house. How can I help them be effective negotiators with their friends, teachers, and others?

ANSWER:

We’ve all read the … Read More 

Negotiation in the News: For Cruz and Kasich, A Short and Tenuous Alliance

PON Staff   •  07/15/2016   •  Filed in Leadership Skills

The failed partnership between the former rival presidential candidates points to the promise and perils of alliance building.

In multiparty negotiations, it’s common – and often wise – for low-power parties to form alliances with the goal of gaining leverage or a stronger voice. In international negotiations over climate change, trade, and other issues, for example, … Read More 

Negotiation Research You Can Use: Women’s Leadership in Negotiation

PON Staff   •  03/15/2016   •  Filed in Leadership Skills

Numerous research studies have found that women who assertively emphasize their skills, accomplishments, or desire to lead tend to be viewed as less likable and less hirable than men who are equally assertive. Women appear to suffer from this phenomenon, known as the backlash effect, when they act contrary to gender-stereotypical expectations that they will … Read More