Negotiation Training

Negotiation training refers to the range of activities and exercises you can undertake to improve or sharpen your negotiation skills. The Program on Negotiation includes articles discussing the latest role-play simulations and field research, articles on effective negotiation training for you and your organization, as well as the research work of pioneers in the field of negotiation.

Experienced and aspiring executives would both benefit from negotiation training like that found in the Program on Negotiation’s Executive Education programs, including Negotiation and Leadership: Dealing with Difficult People and Problems, the Harvard Negotiation Master Class, or the Harvard Mediation Intensive.

See full description

Dear Negotiation Coach: Breaking Bad News in Negotiation

PON Staff   •  08/02/2022   •  Filed in Negotiation Training

bad news in negotiation

Like it or not, we sometimes have to deliver bad news in negotiation. We spoke with Leslie John, Associate Professor at Harvard Business School, to find out how to accomplish this without ruining a relationship. It began with this question.

Q: I am a real-estate agent working in a relatively active market. Unfortunately, market conditions mean … Learn More About This Program

Dear Negotiation Coach: Coordinating Teams to Get Everyone in the Same Frames

PON Staff   •  07/13/2021   •  Filed in Negotiation Training

Q: I lead a team of approximately 50 lawyers in the in-house legal department of a Fortune 500 company. As our team gets larger, reflecting the company’s growth, I’d like to install quality-control measures to ensure that all our attorneys are effectively negotiating settlements when appropriate and taking cases to trial when not. What are … Learn More About This Program

Implement Negotiation Training in Your Organization

Katie Shonk   •  10/27/2020   •  Filed in Negotiation Training

negotiation training

Organizations across the globe spend many millions of dollars each year on negotiation training for their employees. This training can be in-house, led by consultants and other experts, or employees can travel to training programs at universities and elsewhere. After engaging in a couple of days of training, employees return to the office and attempt … Learn More About This Program

The Book of Real-World Negotiations: Successful Strategies from Government, Business, and Daily Life

PON Staff   •  08/31/2020   •  Filed in Negotiation Training

Josh Weiss The Book of Real-World Negotiations

From a life-and-death hostage situation to the Philippines peace process, Joshua Weiss gives us an insider look at the world’s most high-stakes deals to learn what works—and what doesn’t—in negotiation.

Most negotiations fail because the negotiators involved lack the confidence, strategic knowledge, and the basic techniques required to reach the most optimal deals possible. The result? … Learn More About This Program

Advanced Negotiation Techniques: Get the Most out of Negotiation Training

Katie Shonk   •  03/02/2020   •  Filed in Negotiation Training

advanced negotiation techniques

So, you’re thinking about taking a negotiation course but are not sure if it will be worthwhile. Or maybe you attended one recently (or not so recently) and are wondering whether you are effectively applying what you’ve learned to the negotiations in your business and personal life.

Unfortunately, even after the best negotiation training courses, many … Learn More About This Program

Negotiation research you can use: Too guilty to compete?

PON Staff   •  11/30/2019   •  Filed in Negotiation Training

Our emotions—including anger, sadness, happiness, and disgust—influence our negotiation behavior in systematic ways, research shows. In a new study, Ben-Gurion University of the Negev researcher Uriel Haran is the first to examine whether feeling guilty affects our competitive drive.

Guilt is often triggered by behavior we’re ashamed of, and it doesn’t feel very good. On the plus … Learn More About This Program

Negotiation Training with Heart

Katie Shonk   •  07/12/2018   •  Filed in Negotiation Training

negotiation training

In typical negotiation skills training, we are taught to get beyond our emotions and look at situations rationally. There’s merit to this approach, of course, as feelings can cloud our judgment. But consider what Lieutenant Jack Cambria, who retired in August as the longest-running head of the New York Police Department’s (NYPD’s) hostage negotiation team, … Read Negotiation Training with Heart

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.