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

Effective Negotiation Strategies for Dealing with Competitors

Katie Shonk   •  11/19/2020   •  Filed in Negotiation Skills

Effective negotiation strategies

In the business world, organizations take competition for granted, to the extent that they often overlook opportunities to meet their goals by working with one another. But the benefits of negotiation in business can extend to our dealings with competitors. Recent high-profile negotiations highlight three effective negotiation strategies competitors can use to cooperate and compete. … Read More 

Emotional Intelligence as a Negotiating Skill

Katie Shonk   •  11/17/2020   •  Filed in Negotiation Skills

emotional intelligence

The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes and have found many successful negotiation examples using emotional intelligence in their research. … Read More 

Right of First Refusal for Real Estate

Katie Shonk   •  11/16/2020   •  Filed in Negotiation Skills

right of first refusal for real estate

If you are interested in buying the property you’re renting, but aren’t able to do so immediately, you may benefit by negotiating a right of first refusal from the property owner. A right of first refusal for real estate can create value for buyers and sellers alike. But what is “right of first refusal” in … Read More 

How Much Does Personality in Negotiation Matter?

PON Staff   •  11/12/2020   •  Filed in Negotiation Skills

personality in negotiation

We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches? Does personality in negotiation matter?

Before we explore this topic, please answer “True” or “False” in response to the following questions:

1. Extroverted negotiators tend to perform better than introverted negotiators.
2. Agreeable … Read More 

Ask Better Negotiation Questions

PON Staff   •  11/10/2020   •  Filed in Negotiation Skills

negotiation questions

Consider negotiation questions you might overhear in a typical business negotiation:

■ “ You want how much for that order?”
■ “Can you see what an excellent offer this is?”
■ “Are you ready to take this deal, yes or no?”

It’s not difficult to see the limitations of these negotiation questions. The first one is likely to promote … Read More 

An Example of the Anchoring Effect

PON Staff   •  11/10/2020   •  Filed in Negotiation Skills

anchoring effect

People tend to irrationally fixate on the first number put forth in a negotiation—the anchor—no matter how arbitrary it may be. Even when we know the anchor has limited relevance, we fail to sufficiently adjust our judgments away from it. This is the anchoring effect. … 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.