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.

The Program on Negotiation’s Executive Education negotiation training programs include Negotiation and Leadership: Dealing with Difficult People and Problems, the Harvard Negotiation Master Class, and the Harvard Mediation Intensive.

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
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How Emotions Affect Negotiations

PON Staff   •  08/07/2023   •  Filed in Negotiation Skills

joint gain

Emotions play a critical but little-understood role in negotiation. Strong emotions such as anger can derail negotiations, yet keeping emotions under wraps can lead to misunderstandings and impasse. Increasingly, researchers are looking more closely at how emotions affect negotiations. The results of two studies offer lessons related to the impact of emotions in negotiation. … Read How Emotions Affect Negotiations

5 Good Negotiation Techniques

Katie Shonk   •  08/07/2023   •  Filed in Negotiation Skills

negotiation techniques

You’ve mastered the basics of good negotiation techniques: you prepare thoroughly, take time to build rapport, make the first offer when you have a strong sense of the bargaining range, and search for wise tradeoffs across issues to create value. Now, it’s time to absorb five lesser-known but similarly effective negotiation topics and techniques that … Read 5 Good Negotiation Techniques

Bargaining Power in Negotiations: Leveling the Playing Field

PON Staff   •  05/29/2023   •  Filed in Negotiation Skills

Wealth and Fairness

Powerful negotiators can be formidable opponents. That’s in part because their bargaining power in negotiations—such as a high position in a hierarchy, wealth, or a great BATNA (best alternative to a negotiated agreement)—gives them considerable leverage. In addition, powerful individuals tend to demand more for themselves, in violation of fairness norms. Here’s a closer look … Learn More About This Program

Threats in Negotiation: When and How to Make Effective Threats

PON Staff   •  04/16/2023   •  Filed in Negotiation Skills

threats in negotation

What should you do when the other party won’t give you what you want in negotiation? Many negotiating tactics are available: Offer multiple proposals to find out what they value most, make tradeoffs to convey you’re willing to concede, find a different negotiating partner, and so on. Making threats in negotiation is another common strategy—one that … Learn More About This Program

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