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

10 Negotiation Failures

PON Staff   •  03/26/2019   •  Filed in Negotiation Skills


Here’s a list of some of the most notable negotiation flops – from deals that were over before they started, to those that were botched at the table, to those that proved disastrous well after the ink had dried. … Read More 

What To Do When Negotiations Hit a Wall

PON Staff   •  02/28/2019   •  Filed in Negotiation Skills

A budget impasse growing more adversarial by the day. A government shutdown that kept hundreds of thousands unpaid, suspended vital services, and damaged the economy. Presidential threats to bypass Congress and declare a national emergency.

How did we get there? The budget impasse in Washington, D.C., apparently started in 2014 when those advising Donald Trump on … Read More 

Negotiation research you can use: Inoculate yourself against auction fever

PON Staff   •  01/31/2019   •  Filed in Negotiation Skills

Those who participate regularly in auctions have likely observed the phenomenon of “auction fever” firsthand—or caught the fever themselves. Defined by London Business School professor Gillian Ku and her colleagues as “the emotionally charged and frantic behavior of auction participants that can result in overbidding,” auction fever has been observed in competitive bidding realms ranging from eBay … Read More 

Thoughts from Dan Shapiro, Director of the Harvard International Negotiation Program, on the Government Shutdown

PON Staff   •  01/23/2019   •  Filed in Negotiation Skills

This week, Dan Shapiro, Director of the Harvard International Negotiation Program, was quoted in The Christian Science Monitor speaking President Trump’s negotiation style, and how he may get better results through interest-based negotiation. “The basic idea here is, let’s not focus on positions, or what each side says they want: ‘I want a wall;’ ‘Well, we’re … Read More 

10 Notable Negotiations of 2018

Katie Shonk   •  01/07/2019   •  Filed in Negotiation Skills

President Trump has dominated current negotiations in the news with a bevy of deals and withdrawals from existing agreements, but business negotiations and trends also made 2018 a memorable year. Here’s our list of 10 notable negotiations of 2018… … Read More 

Ask A Negotiation Expert: To Trust or Not To Trust?

PON Staff   •  12/31/2018   •  Filed in Negotiation Skills

When choosing new business partners, we size them up to decide whether they are trustworthy. Interestingly, the way in which we make such determinations depends a great deal on our nationalculture, Jeanne Brett, the DeWitt W. Buchanan, Jr. Distinguished Professor of Dispute Resolution andOrganizations at Northwestern University’s Kellogg School of Management, and Louisiana State University … Read More 

Negotiation research you can use: Recovering from adverse events in negotiation

PON Staff   •  12/31/2018   •  Filed in Negotiation Skills

When setbacks arise in negotiation— from a take-it-or-leave-it offer to a walkout to an unexpected economic downturn—we’re faced with several choices. We can end the negotiation temporarily or permanently, we can double down and escalate conflict and competition, or we can see the setback as an opportunity for growth. By training ourselves to take this last … Read More 

Negotiation Skills and Strategies at Work: Negotiating Jewish Identity

Katie Shonk   •  12/17/2018   •  Filed in Negotiation Skills

What does it mean to be Jewish in America? The question offers many opportunities to apply negotiation skills and strategies, writes Robert Mnookin in his new book, The Jewish American Paradox: Embracing Choice in a Changing World (PublicAffairs, 2018). The author of numerous books on negotiation, Mnookin is the Samuel Williston Professor of Law at … Read More 

ESL Negotiation: Avoid Confusion and Conflict

Katie Shonk   •  10/22/2018   •  Filed in Negotiation Skills

“The language of international business,” a British executive once said to Tufts University professor Jeswald Salacuse, “is broken English.” The observation is rooted in the fact that most international business and diplomacy is conducted in English, Salacuse writes in his book Negotiating Life: Secrets for Everyday Diplomacy and Deal Making (Palgrave Macmillan, 2013). … Read More