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

Negotiation Skills: Overcoming the Not-In-My-Backyard (NIMBY) Syndrome

PON Staff   •  01/17/2015   •  Filed in Negotiation Skills

Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse)

NIMBY opposition is counterproductive, costly and unnecessary. In this posting, the author explains a proven process for getting around it and settling disputes before they have a chance … Read More 

Harvard Programs Host Discussion on “Why Is It Hard to Talk About War? Bridging the Civilian – Military Divide” with Congressman-Elect Seth Moulton and PON Managing Director Susan Hackley

PON Staff   •  01/13/2015   •  Filed in Negotiation Skills

On December 8, 2014, Congressman-Elect Seth Moulton and Managing Director Susan Hackley co-presented at Harvard’s Herbert C. Kelman Seminar on International Conflict Analysis and Resolution. This seminar series is sponsored by the Program on Negotiation at Harvard Law School, the Nieman Foundation for Journalism, the Shorenstein Center on Media, Politics, and Public Policy, The Weatherhead … Read More 

The insincere negotiator: The risks of emotional displays

PON Staff   •  12/15/2014   •  Filed in Negotiation Skills

Anger can carry an advantage in negotiation, past research has shown. When we display anger, our counterparts tend to view us as powerful and intimidating. Consequently, they make more concessions than they would ordinarily and lower their demands.

On the flip side, negotiators who appear happy tend to do worse than others. Happiness and contentedness appear … Read More 

Negotiation Skills: Should Put Off What You Could Negotiate Today?

PON Staff   •  12/12/2014   •  Filed in Negotiation Skills

To reach agreement, negotiators sometimes postpone the resolution of certain issues until a later date. We look at how this practice plays out in the real world. Remember the federal debt ceiling talks? In mid-2011, congressional Republicans insisted on significant spending reductions from their Democratic counterparts in exchange for voting to raise the nation’s debt … 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.