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
See full description

What is Negotiation?

Katie Shonk   •  10/14/2021   •  Filed in Negotiation Skills

negotiation

Many people dread negotiation, not recognizing that they negotiate on a regular, even daily basis. Most of us face formal negotiations throughout our personal and professional lives: discussing the terms of a job offer with a recruiter, haggling over the price of a new car, hammering out a contract with a supplier. … Read More 

3 Ways to Ensure Women in Leadership Are Heard In Group Negotiations

PON Staff   •  10/07/2021   •  Filed in Negotiation Skills

women in leadership

When President Barack Obama first took office, in 2008, one-third of the women in leadership positions in his office were women. Two-thirds of these positions were filled by men, some of whom were known for their brash, dominant personalities, including then chief of staff Rahm Emanuel and economic adviser Lawrence Summers. Consequently, “the West Wing … Read More 

Dear Negotiation Coach: Are There Benefits To the Absence of Truth in Negotiations?

PON Staff   •  09/07/2021   •  Filed in Negotiation Skills

truth in negotiations

We hear a lot about the benefits of telling the truth in negotiations. But some negotiators find themselves struggling with the question of how trusting to be. Is there a benefit to mistrust in negotiation? Should you always assume your counterpart is telling the truth?
In negotiation, our outcomes depend in large part on our ability … Read More 

Dear Negotiation Coach: International Cultural Differences Around Trust

PON Staff   •  08/24/2021   •  Filed in Negotiation Skills

international cultural differences

When choosing new business partners, we size them up to decide whether they are trustworthy. Interestingly, international cultural differences can influence the way in which we make such determinations, Jeanne Brett, Professor Emeritus of Management & Organizations at Northwestern University’s Kellogg School of Management, and Louisiana State University professor Tyree Mitchell found in a new … Read More 

The Inseparable Link Between Effective Leadership and Communication

PON Staff   •  08/19/2021   •  Filed in Negotiation Skills

leadership and communication

In 1994, the Walt Disney Company faced an unexpected test of leadership and communication after its president and CEO, Frank Wells, died in a helicopter crash. Disney chairman and CEO Michael Eisner believed his longtime friend Michael Ovitz, the founder and majority owner of successful Hollywood talent firm Creative Artists Agency, or CAA, as it … Read More 

Skills of Negotiation: Launching a Quick Campaign

Katie Shonk   •  07/26/2021   •  Filed in Negotiation Skills

Skills of negotiation

Advice on how to negotiate a job offer often focuses on the candidate’s perspective, offering compensation negotiation tips and guidance on adding other issues to the discussion. But how can hiring organizations gain an edge when competing for star candidates?

The negotiation example of how Howard University lured Pulitzer Prize–winning journalist Nikole Hannah-Jones away from the … Read More 

Right of First Refusal: A Tool to Negotiate with Care

PON Staff   •  07/12/2021   •  Filed in Negotiation Skills

Among many useful negotiation skills and strategies, a right of first refusal can often benefit negotiators. In a right of first refusal, the right holder is typically given the power to buy an asset on the same terms that the grantor would receive from any other legitimate, prospective bidder, according to Harvard Business School and … Read More 

Would you like us to inform you when new posts become available?

We hate spam as much as you do. You have our promise not to sell or share your email address — ever! Please read our privacy policy.