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

Principled Negotiation: Focus on Interests to Create Value

Katie Shonk   •  05/31/2021   •  Filed in Negotiation Skills

There’s a better, third way of negotiating—one that doesn’t rely on toughness or accommodation, but that will improve your likelihood of meeting your negotiation goals. In their pivotal negotiation text, Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 2nd edition, 1991), Roger Fisher, William Ury, and Bruce Patton of the Harvard Negotiation Project promote … Read More 

Debunking Negotiation Myths

PON Staff   •  05/27/2021   •  Filed in Negotiation Skills

In her book The Mind and Heart of the Negotiator, Leigh Thompson cites four widely held negotiation myths that bar negotiators from improving their skills. This analysis is worth the attention of anyone who wants to move beyond platitudes to a deeper understanding of negotiation. … Read More 

Negotiation Skills: Building Trust in Negotiations

PON Staff   •  05/27/2021   •  Filed in Negotiation Skills

Trust in negotiations may develop naturally over time, but negotiators rarely have the luxury of letting nature take its course. Thus it sometimes seems easiest to play it safe with cautious deals involving few tradeoffs, few concessions, and little information sharing between parties. But avoiding risk can mean missing out on significant opportunities. For this reason, … Read More 

Negotiation Research Examines Ethics in Negotiating

PON Staff   •  05/24/2021   •  Filed in Negotiation Skills

Lack of transparency regarding negotiations between hospitals and the insurers known as preferred provider organizations, or PPOs, is a key contributor to spiraling health-care costs in the United States, back in a 2013 article in the New York Times. This topic has many questioning ethics in negotiating within the healthcare industry.

The problem starts with the … Read More 

5 Common Negotiation Mistakes and How You Can Avoid Them

Katie Shonk   •  05/20/2021   •  Filed in Negotiation Skills

Sometimes our negotiation mistakes are glaring: We accidentally reveal our bottom line, criticize the other party when patience was warranted, or get our numbers mixed up. More often, though, our negotiation mistakes are invisible: We get a perfectly good deal, but are unaware that we could have gotten a better one if we hadn’t succumbed … Read More