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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Integrative Bargaining in Congress? It Happens Sometimes

Katie Shonk   •  11/25/2019   •  Filed in Negotiation Skills

integrative bargaining

With Congress polarized by an impeachment hearing and its major legislative initiatives stalled in late 2019, it may be worthwhile to revisit a recent instance of integrative bargaining between Democrats and Republicans. In integrative bargaining, parties create value by discussing multiple issues and logrolling—that is, making tradeoffs across those issues. In 2018, the rival parties … Read More 

Positional Bargaining Pitfalls

Katie Shonk   •  11/18/2019   •  Filed in Negotiation Skills

positional bargaining

When they think of negotiation, many people imagine a positional bargaining scenario where two people are haggling back-and-forth over the price of an item, both refusing to budge. In positional bargaining, “each side takes a position, argues for it, and makes concessions to reach a compromise,” write Roger Fisher, William Ury, and Bruce Patton in … Read More 

Online Negotiation Strategies: Email and Videoconferencing

Katie Shonk   •  11/04/2019   •  Filed in Negotiation Skills

online negotiation strategies

Online negotiation has become ubiquitous, as it allows us to negotiate across the miles cheaply and quickly. Yet online negotiation creates special challenges. With email, instant messaging, and text messages, negotiators typically lack visual, verbal, and other sensory cues to interpret how their counterpart is feeling. And while videoconferencing—via Skype, Google Hangouts, and so on—adds … Read More 

Ask A Negotiation Expert: Learning From Humanitarian Negotiations

PON Staff   •  10/31/2019   •  Filed in Negotiation Skills

International Committee of the Red Cross (ICRC) president Peter Maurer views negotiation as integral to the ICRC’s mission of providing humanitarian aid to people in conflict zones. A former Swiss minister of foreign affairs and ambassador to the United Nations, Maurer is the ICRC’s chief negotiator and promotes the development of negotiation skills within the … Read More 

Negotiation research you can use: Have you tried a hypothetical question?

PON Staff   •  10/31/2019   •  Filed in Negotiation Skills

Asking questions can be a powerful way to root out information and deflect questions you don’t want to answer, as we discussed in last month’s cover story. In a new paper published in the Negotiation Journal, University of Amsterdam researchers Diyan Nikolov Grigorov and A. Francisca Snoeck Henkemans suggest that a particular kind of question may … Read More 

The Effects of Power in Negotiation

PON Staff   •  10/28/2019   •  Filed in Negotiation Skills

power in negotiation

You might think that you’re entering a negotiation as the more powerful party, but those with considerable power often fail to take advantage of their privileged bargaining position. Meanwhile, negotiators who lack power routinely miss out on opportunities to gain leverage. To make the most of the power you have, it’s important to understand the … Read More 

In Preparation for Negotiation, Choose the Right Process

PON Staff   •  10/14/2019   •  Filed in Negotiation Skills

preparation for negotiation

In preparation for negotiation, sellers face a choice between negotiating one on one with buyers, holding an auction, or combining elements of both processes. Consider the different paths that Amazon and Apple followed in 2017 when each began scouting locations for a new campus: 

Dangling the prospect of a $5 billion campus and about 50,000 … Read More 

Fundamental Aspects of Negotiation: Setting the Table

Katie Shonk   •  09/23/2019   •  Filed in Negotiation Skills

fundamental aspects of negotiation

In March 2018, U.S. president Donald Trump shocked even his own White House staff when he revealed that he had accepted an invitation to meet with North Korean leader Kim Jong-un. After months of name-calling and threats between Trump and Kim, the news that the two leaders would discuss the possibility of North Korea dismantling … Read More 

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