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 You Can Learn from Putin’s Negotiation Style

PON Staff   •  01/08/2016   •  Filed in Negotiation Skills

In January 2015 the Negotiation Briefings newsletter featured an article, “Dealing with difficult people – even when you don’t want to,” discussing the impasse NATO leaders had reached with Russian President Vladimir Putin with regards to his unilateral actions in the Crimea. Aside from exhibiting obstinacy in the face of a unified European front, Putin … Learn More About This Program 

In Negotiation, Display Anger with Caution

PON Staff   •  12/09/2015   •  Filed in Negotiation Skills

Virtually all of us experience feelings of anger from time to time during our negotiations. Past research findings reassured business negotiators that their displays of anger could benefit them by conveying toughness and motivating their counterparts to make concessions. But a new research study by professors Hajo Adam of Rice University and Jeanne M. Brett … Read In Negotiation, Display Anger with Caution 

Top Worst Negotiation Case Studies: Real Life Examples of Bargaining Gone Wrong

Katie Shonk   •  11/29/2015   •  Filed in Negotiation Skills


Sometimes negotiators care so much about the issues at stake that they mistake compromise for surrender. Sometimes they’re so confident things will go their way they don’t try hard enough. Our list of the 10 Worst Negotiations of 2014 includes talks that failed for one or both of these reasons, as well as for numerous … Learn More About This Program 

Negotiation Research You Can Use

PON Staff   •  09/09/2015   •  Filed in Negotiation Skills

Negotiators often are advised to tamp down strong emotions and behave as rationally as possible at the bargaining table, but that can be easier said than done. More realistically, negotiators need skills and tools that can help them cope with their own potentially destructive emotions and those of their counterparts.

Some people come by these skills … Read Negotiation Research You Can Use 

Negotiation Research You Can Use: When “Honor Talk” Pays in Negotiation

PON Staff   •  07/06/2015   •  Filed in Negotiation Skills

You likely have noticed that this newsletter and other negotiation advice from the Western world tends to promote rationality, logic, and fact finding over emotional reactions or a focus on abstract concepts such as honor. This rational approach dovetails well with the values and assumptions of American and other Western cultures. But how well does … Learn More About This Program 

PON Faculty Members Jeswald Salacuse, Deborah Kolb, and William Ury Honored on Time’s List of the Five Best Negotiation Books of 2015

PON Staff   •  05/04/2015   •  Filed in Negotiation Skills

pon faculty members jeswald salacuse deborah kolb and william ury honored on time List of the five best negotiation books of 2015

Program on Negotiation faculty members Jeswald Salacuse, Deborah Kolb, and William Ury were named by Time magazine as the authors of three of the five best negotiation books of 2015.

Jeswald Salacuse’s latest work, The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty-First Century, describes the negotiation skills people need to succeed … Learn More About This Program 

Paola Cecchi-Dimgelio and Peter Kamminga Publish Negotiation Research on the Development of Collaborative Law in the World

PON Staff   •  04/27/2015   •  Filed in Negotiation Skills

Paola Cecchi-Dimeglio, a Postdoctoral Research Fellow at PON and a joint fellow at Harvard Kennedy School at the Women and Public Policy Program (WAPPP), and Peter Kamminga, Associate Professor of Law at Amsterdam University in the Netherlands and a PON Postdoctoral Research Fellow, published research in The Journal of the Legal Profession on the development of collaborative … Learn More About This Program 

Business Negotiation Techniques and Dealmaking – Bargaining with Agents

PON Staff   •  04/05/2015   •  Filed in Negotiation Skills

Managing a Multiparty Negotiation

When using an agent in negotiation, your negotiation strategy and definitely the negotiation techniques you use to achieve success at the bargaining table change – but how much so? How different is negotiating with an agent from negotiating with an equal counterpart? In this article the Program on Negotiation explores the business negotiation techniques negotiators … Learn More About This Program 

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.