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
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Entrepreneurs: Prepare for Challenging Conversations in Key Negotiation

PON Staff   •  02/17/2022   •  Filed in Negotiation Briefings Articles, Negotiation Skills

challenging conversations

Start-ups and individual entrepreneurs often encounter challenging conversations when negotiating with potential partners and investors. When you are trying to sell others on your big idea or venture, you face the daunting challenge of convincing them that it’s worth their time, money, and effort. And even as you’re drawing on all your powers of persuasion … Learn More About This Program 

Is Humor in Business Negotiation Ever Appropriate?

PON Staff   •  02/10/2022   •  Filed in Negotiation Skills

humor in business

Have you ever wondered if humor in business negotiation is appropriate, and when? We spoke with Alison Wood Brooks, O’Brien Associate Professor of Business Administration and Hellman Faculty Fellow in the Negotiation, Organizations & Markets Unit at Harvard Business School to find out.

Imagine this scenario. You’re sitting among some of your company’s partners. Just when … Learn More About This Program 

Ask the Negotiation Coach: Questioning Negotiation Dialogue

PON Staff   •  02/08/2022   •  Filed in Negotiation Skills

negotiation dialogue

A common question around negotiation dialogue is how to elicit information from a counterpart. Here’s one such question from a reader:

I’ve been told that learning information about my counterparts—their preferences, fears, goals, strengths, and weaknesses—is critical for success in negotiation. I need to understand what others care about to be able to trade for issues … Learn More About This Program 

Dear Negotiation Coach: Find Out How To Resolve Conflict By Addressing Dignity Concerns

PON Staff   •  02/01/2022   •  Filed in Negotiation Skills

how to resolve conflict

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 to resolve conflict … Learn More About This Program 

Does Using Technology in Negotiation Change Our Behavior?

PON Staff   •  01/27/2022   •  Filed in Negotiation Skills

technology in negotiation

It’s not hard to picture the use of technology in negotiation. Imagine that two people are introduced to each other via email by a mutual friend. They begin discussions on the phone regarding a potential business partnership, which lead to several in-person meetings during which their laptops are open and their smartphones are on the … Learn More About This Program 

Dear Negotiation Coach: Is There Promise in Online Negotiation?

PON Staff   •  01/25/2022   •  Filed in Negotiation Skills

online negotiation

In this edition of Dear Negotiation Coach, Harvard Business School professor Max H. Bazerman describes how online negotiation could increase efficiency and trust in many realms.

In-person negotiations can offer advantages over electronic negotiations—for example, in terms of rapport building and value creation. But what advantages might online negotiation have over face-to-face negotiation?

Max H. Bazerman: Online … Learn More About This Program 

Managing the “Negotiator’s Dilemma” with Multiple Equivalent Simultaneous Offers

PON Staff   •  12/23/2021   •  Filed in Negotiation Skills

negotiator's dilemma

There are two common perspectives on negotiation that can seem at odds, leaving negotiators to decide between these options. But one way around this negotiator’s dilemma is through multiple equivalent simultaneous offers, or MESOs. Consider the following two perspectives on negotiation:

Following the finalization of a new trade agreement among Canada, Mexico, and the United … Learn More About This Program 

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