Negotiation Skills

Back in November 2012, Hostess Brands announced that it had failed to reach a negotiated agreement with its second-biggest union and, as a result, was permanently shutting down its operations.

The news was met with dismay by baby boomers and others who had grown up with the 80-year-old company’s shelf-stable confections. But consumers had been passing … Learn More About This Program

In his book Bargaining for Advantage: Negotiation Strategies for Reasonable People (Penguin, 2006), G. Richard Shell analyzes this story from Nancy Griffin and Kim Masters’s book Hit & Run: How Jon Peters and Peter Guber Took Sony for a Ride in Hollywood (Simon & Schuster, 1996) as an example of the deceptive tactics negotiators sometimes … Learn More About This Program

How would you characterize your negotiation style: Are you collaborative, competitive, or compromising? During any professional negotiation skills training, you’re likely to find out your negotiating style when setting goals and revealing your negotiating personality. … Learn More About This Program

A negotiation Q&A with Sheila Heen, co-author (with Douglas Stone) of the book, Thanks for the Feedback: The Science and Art of Receiving Feedback Well. … Learn More About This Program

Who achieves the best negotiated agreements: strangers, friends, or romantic partners? In a 1993 negotiation role-play simulation, Margaret Neale of Stanford University and Kathleen McGinn found that pairs of friends achieved higher joint gains than married couples and pairs of strangers. … Learn More About This Program

Over-precision doesn’t necessarily lead us to think we’re better negotiators than we actually are. Rather, it causes us to trust our initial instincts too much.

Sometimes we’re actually overconfident that we’ll perform worse than others. This tendency applies to competitive situations, including negotiation.

Those who underestimate their ability to be competitive usually will choose to stay out … Learn More About This Program

Negotiators seeking to get beyond impasse sometimes assume that postponing the deadline for agreement will help them together. Our Negotiation Coach for this issue, Harvard Business School professor Francesca Gino, explains why this may not be the case. … Learn More About This Program

“Separate the people from the problem,” advises the best-selling negotiation text Getting to Yes. That’s certainly good counsel when tempers flare and bargaining descends into ego battles, but it’s a mistake to ignore the psychological crosscurrents in negotiation. Unless they are addressed, a deal may never be reached. … Read Self-Analysis and Negotiation

Communication in business negotiations is important – but even more so when your counterparts and negotiating partners are family members. In this article drawn from negotiation research, the negotiation strategies for avoiding conflict and crafting win-win negotiated agreements are outlined. … Learn More About This Program

We may think our negotiation ethics in business are above reproach, but all of us are susceptible to engaging in unethical negotiation tactics—sometimes without realizing it. Here’s how to do better. … Learn More About This Program