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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Dear Negotiation Coach: Is There Promise in Online Negotiation?

PON Staff   •  03/23/2021   •  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 … Read More 

Negotiation in International Relations: Finding Common Ground

PON Staff   •  03/15/2021   •  Filed in Negotiation Skills

negotiation in international relations

When thinking of negotiation in international relations, it’s difficult to think of any negotiation with higher stakes than those surrounding nuclear nonproliferation. Often conducted amid international conflict and public scrutiny, complicated by language and cultural barriers, and carried out under tight deadlines, talks aimed at ensuring that nuclear technology is used peacefully and that disarmament … Read More 

The Hidden Pitfalls of Video Negotiation

PON Staff   •  03/11/2021   •  Filed in Negotiation Skills

Video Negotiation

It used to be that when negotiating counterparts were located far apart, one side or the other would need to get in a car, train, or plane if the parties wanted to do business face-to-face. These days, you only need to set up a videoconference on an app such as Zoom or Google Hangouts to … Read More 

Ask A Negotiation Expert: How Conversational Receptiveness Might Bridge Our Divide

PON Staff   •  02/28/2021   •  Filed in Negotiation Skills

people with masks

In the United States and elsewhere, people with very different worldviews on politics seem hopelessly and dangerously divided. A skill called “conversational receptiveness,” which involves using certain language to show you’re willing to thoughtfully engage with opposing views, can help lessen tensions, write researchers Michael Yeomans of Imperial College London, Julia Minson of Harvard Kennedy … Read More 

Real Life Negotiation Lessons Learned from Fiction

PON Staff   •  02/25/2021   •  Filed in Negotiation Skills

The

When the COVID-19 lockdown began in March 2020—coinciding with his upcoming sabbatical—Harvard Business School professor Deepak Malhotra, a member of the Program on Negotiation Executive Committee, saw the perfect opportunity to try something new. The author of three previous books, he turned his hand to fiction, penning “The Peacemaker’s Code,” a thrilling novel grounded in … Read More 

Dressing for Success: How Wealth and Status Cues Affect Business Negotiation

PON Staff   •  02/18/2021   •  Filed in Negotiation Skills

business negotiations

In business negotiations, we know we’re supposed to focus on substance: which issues matter to both sides, what each party can afford, what each side’s outside alternatives are, how to build a strong relationship, and so forth. Yet we’re often swayed by more superficial, often irrelevant aspects of negotiation, such as the shape of the table, whether … Read More 

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