Negotiation Skills

Negotiation is a deliberative process between two or more actors that seek a solution to a common issue or who are bartering over an item of value. Negotiation skills include the range of negotiation techniques negotiators employ to create value and claim value in their dealmaking business negotiations and beyond. Negotiation skills can help you make deals, solve problems, manage conflicts, and build relationships as well as preserve relationships. Negotiation skills can be learned with conscious effort and should be practiced once learned.

Negotiation training includes the range of activities and exercises negotiators undertake to improve their skills and techniques. Role-play simulations developed from real-world research and negotiation case studies, negotiation training provides benefits for teams and individuals seeking to create and claim more value in their negotiations.

The right skills allow you to maximize the value of your negotiated outcomes by effectively navigating the negotiation process from setup to commitment to implementation.

Negotiation training courses include Negotiation and Leadership: Dealing with Difficult People and Problems, the Advanced Negotiation Master Class, Harvard Negotiation Institute programs, and the PON graduate seminars.

This training allows negotiators to:

  • Acquire a systematic framework for analyzing and understanding negotiation
  • Assess and heighten awareness of your strengths and weaknesses as a negotiator
  • Learn how to create and maximize value in negotiations
  • Gain problem-solving techniques for distributing value fairly while strengthening relationships
  • Develop skills to deal with difficult negotiators and hard-bargaining tactics
  • Learn how to match the process to the context
  • Discover how effectively to manage and coordinate across and behind-the-table negotiations

Reservation Point in Negotiation: Reach Negotiated Agreements by Asking the Right Questions

PON Staff   •  04/15/2021   •  Filed in Negotiation Skills

A reservation point negotiation is a bargaining scenario in which each side is trying to reconcile the other’s highest offer and the other’s lowest price. This negotiation example can apply to many other bargaining situations and demonstrates the value of open communication with your counterpart at the negotiation table. … Read More 

Dear Negotiation Coach: Can Negotiation Theory Help Us Understand Our Religious Identity?

PON Staff   •  04/13/2021   •  Filed in Negotiation Skills

Negotiation theory suggests you focus on interests, not positions; separate inventing from committing; invest heavily in “What if?” questions; insist on objective criteria; and try to build nearly self-enforcing agreements.

But what if the negotiation is with yourself, or about your own religious identity?

For example, what does it mean to be Jewish in America? What challenges … Read More 

Understanding Different Negotiation Styles

Katie Shonk   •  04/13/2021   •  Filed in Negotiation Skills

In the business world, some negotiators always seem to get what they want, while others more often tend to come up short. What might make some people better negotiators than others? The answer may be in part that people bring different negotiation styles and strategies to the bargaining table, based on their different personalities, experiences, … Read More 

How to Negotiate Under Pressure

PON Staff   •  04/12/2021   •  Filed in Negotiation Skills

At the time, it seemed to be an example of coolheaded dealmaking in the midst of disaster. In 2009, hit hard by the 2008 financial crisis and changes in consumer preferences, U.S. automaker Chrysler was on the brink of collapse, and the Treasury Department stepped in to do a deal. In exchange for about $12 … Read More 

Four Negotiation Examples in the Workplace That Sought Greater Equity and Diversity

PON Staff   •  04/08/2021   •  Filed in Negotiation Skills

There are a number of infamous negotiation examples in the workplace, but one most notable instance occurred in March 2018, when more than 700 Canadian doctors, residents, and medical students signed an online petition protesting their pay. The public health-care system in Quebec had been the victim of budget cuts, and the medical professionals weren’t … Read More 

Dear Negotiation Coach: To Resolve Conflict, Address Dignity Concerns

PON Staff   •  04/06/2021   •  Filed in Negotiation Skills

Dignity violations can often be found at the core of interpersonal conflicts, according to Dr. Donna Hicks, an associate at Harvard’s Weatherhead Center for International Affairs. The author of Leading with Dignity: How to Create a Culture That Brings Out the Best in People (Yale University Press, 2018), Hicks shared with us how we can resolve … Read More 

Team Building Using Negotiation Skills

PON Staff   •  04/06/2021   •  Filed in Negotiation Skills

To avoid conveying weakness to the other side, rather than calling for a break at the first sign of trouble, some negotiation teams devise secret signals they can use to bring wayward members in line—for instance, someone might stretch out her arms to communicate to another member that he’s getting off track. … Read More