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.

The Program on Negotiation’s Executive Education negotiation training programs include Negotiation and Leadership: Dealing with Difficult People and Problems, the Harvard Negotiation Master Class, and the Harvard Mediation Intensive.

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
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How Your Communication Style Impacts Value Creation

PON Staff   •  11/17/2022   •  Filed in Negotiation Skills

value creation

In negotiation, we bring our unique personalities and styles to the table. A reserved, cautious person is likely to bargain differently than someone who is outgoing and proactive, for example. There is much we can do to improve our negotiation performance—such as preparing thoroughly and using proven persuasion strategies. But can we also improve our … Learn More About This Program

Are Introverts at a Disadvantage in Negotiation?

PON Staff   •  08/18/2022   •  Filed in Negotiation Skills

disadvantages in negotiation

Are extroverts by nature better negotiators than introverts? Or are they at a disadvantage in negotiation? As we’ll see, the answer is far from decided. However, we all have clear opportunities to build on our own strengths and learn from those of others.

Introversion is a personality trait marked by a desire to think through ideas … Read Are Introverts at a Disadvantage in Negotiation?

The Importance of Communication in Multiparty Negotiations

PON Staff   •  07/19/2022   •  Filed in Negotiation Skills

negotiations

When a team is preparing for a critical negotiation, members need to appoint a leader, allocate roles and responsibilities, and discuss their at-the-table strategy. Another key objective that teams sometimes fail to discuss is the importance of staying “on message” – that is, making sure that statements by individual members don’t contradict the group’s agreed-upon … Learn More About This Program

Dear Negotiation Coach: Is There a Negotiating Strategy That Will Make Ideas Resonate?

PON Staff   •  05/24/2022   •  Filed in Negotiation Skills

negotiating strategy

Q: I’ve pitched many great ideas for change to my organization, but management never takes action on any of them. Even when my organization specifically requests ideas for new products or processes, it’s always a colleague’s idea that gets chosen over mine. Negotiators are good at persuasion. Do you have any tips to increase my … Learn More About This Program

Dear Negotiation Coach: Moving From “Should” to “Could” in Difficult Ethical Situations

PON Staff   •  05/19/2022   •  Filed in Negotiation Skills

difficult ethical situations

It’s not unusual to find ourselves in difficult ethical situations, whether in negotiations or in our daily lives. While there’s rarely an easy answer, shifting our mindset can help open up the possible solutions and give us more insight into the issue. We received a question about just such a dilemma. … Learn More About This Program

Dear Negotiation Coach: Can Negotiation Theory Help Us Understand Our Religious Identity?

PON Staff   •  05/10/2022   •  Filed in Negotiation Skills

negotiation theory

Negotiation theory suggests you focus on interests, not positions; separate inventing from committing; invest heavily in “What if?” questions; insist on objective criteria; and try to build nearly self-enforcing agreements.

But what if the negotiation is with yourself, or about your own religious identity?

For example, what does it mean to be Jewish in America? What challenges … Learn More About This Program

Dear Negotiation Coach: Plan Ahead for Negotiation Mistakes

PON Staff   •  03/22/2022   •  Filed in Negotiation Skills

negotiation mistakes

We recently had a question about some common negotiation mistakes people make while they’re still preparing for a negotiation. Kessely Hong, Senior Lecturer in Public Policy and the Faculty Chair of the MPA Programs and the Mid-Career MPA Summer Program at the Harvard Kennedy School, took time to discuss these mistakes and steps we can … Learn More About This Program

In Business Disputes, Conflict Resolution Styles Can Make All the Difference

PON Staff   •  03/17/2022   •  Filed in Negotiation Skills

conflict resolution styles

Business disputes don’t have to be antagonistic. Nor does litigation need to be the go-to method of solving conflicts. Thoughtful negotiation can often often result in an amicable solution. To see the difference between two different conflict resolution styles, take a look at two real-life copyright cases in the music industry.

Imagine that you’re an up-and-coming … Learn More About This Program

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