Negotiation Training

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

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Must-Read Negotiation Books for 2019

Katie Shonk   •  09/02/2019   •  Filed in Negotiation Training

negotiation

The year 2017 offered plenty of negotiation hits and misses in the realms of government, business, and beyond. To avoid failed negotiations in 2018, politicians, business leaders, and the rest of us would be wise to explore the following recent negotiation books, which can help steer us through our most difficult negotiating dilemmas: … Read More 

Dear Negotiation Coach: Breaking Bad News

PON Staff   •  08/31/2018   •  Filed in Negotiation Training

Q: I am a real-estate agent working in a relatively active market. Unfortunately, market conditions mean I often am delivering bad news to buyers: houses go off the market before I can arrange a walk-through; my clients’ offers often are countered very aggressively or rejected outright; and sellers may not be willing to agree to … Read More 

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 More 

Putting Negotiation Training to Work: The Limits of Lectures

Max Bazerman   •  07/05/2018   •  Filed in Negotiation Training

negotiation training

Negotiation training lectures, like publications, are an excellent means of transmitting knowledge from an expert to a less knowledgeable audience.

I have attended many amazing lectures on a multitude of topics and have learned fascinating information about the ecosystem, politics in different nations, animal species, and so on. I even have enjoyed hearing negotiation experts talk … Read More 

For Better Negotiation Training, Study the U.S. Government’s Mistakes

Katie Shonk   •  03/15/2018   •  Filed in Negotiation Training

negotiation training

Business professionals seeking to improve their negotiation training can learn a great deal from the mistakes made in newsworthy negotiations.

To take one recent example, Steven M. Davidoff of the New York Times’ “DealBook” recently analyzed how the U.S. governments rushed negotiations to save U.S. automaker Chrysler led to a costly long-term problem. … Read More 

Negotiation Training: Turning the Lows of Colorado’s Marijuana Laws into Highs

Katie Shonk   •  03/01/2018   •  Filed in Negotiation Training

marijuana laws

In negotiation courses, trainees learn effective management strategies for their negotiations and how to find new negotiation opportunities at the bargaining table. Using an example from the city of Denver, Ben Markus reports for NPR’s Weekend Edition that Colorado’s recent legalization of marijuana has posed challenges to local jurisdictions in enforcing current federal law which … Read More 

Dear Negotiation Coach: Taking the Shame Out of Networking

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

QUESTION

I manage a team of consultants who engage in negotiations. We often discuss the importance of networking to create new negotiating opportunities, but I rarely see them following through. Any advice on how to help them overcome their reluctance to network?

ANSWER

The reticence you’ve encountered when trying to sell your team members on the benefits of … Read More 

PON Faculty Member Jeswald Salacuse Cited in Majority and Minority Opinions in the US Supreme Court’s BG Group v. Republic of Argentina

PON Staff   •  06/17/2015   •  Filed in Negotiation Training

The US Supreme Court’s decision in BG Group v. Republic of Argentina relied upon insights from PON faculty member Jeswald Salacuse’s The Law of Investment Treaties.

Writing for the majority, Associate Justice Stephen Breyer, and writing for the minority, Chief Justice John Roberts, both cite the first edition of the foundational work by Jeswald Salacuse … Read More 

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