Negotiation Training

While some are born with the ability to negotiate, most leaders hone their negotiation skills over time, through on-the-job experience. At the Program on Negotiation, we accelerate that process and focus on techniques that work in the corner office and at the bargaining table. … Learn More About This Program

Here are some negotiating skills and negotiation tactics from 3-D negotiation by James Sebenius and David Lax. … Read 3-D Negotiation Strategy

Knowing the norms of ethics and negotiation can be useful whether you’re negotiating for yourself or on behalf of someone else. Each ethical case you come up against will have its own twists and nuances, but there a few principles that negotiators should keep in mind while at the bargaining table. … Learn More About This Program

At the negotiation table, what’s the best way to uncover your negotiation counterpart’s hidden interests? Build a relationship in negotiation by asking questions, then listening carefully. Even if you have decided to make the first offer and are ready with a number of alternatives, you should always open by asking and listening to assess your … Learn More About This Program

Whether you are facing negotiations with Congress, colleagues, customers, or family members, the following negotiation books, published in recent years by experts from the Program on Negotiation, offer new perspectives on common negotiating dilemmas. … Learn More About This Program

How can managers and their organizations increase the odds that negotiation training will lead to beneficial long-term results? Here are several pieces of advice, drawn from experts at the Program on Negotiation at Harvard Law School. … Learn More About This Program

Recent negotiation books can help you navigate a variety of pressing challenges. The books offer advice on bouncing back from failure, de-biasing your workplace, and adapting to our ever-changing world. … Learn More About This Program

When determining the best alternative to a negotiated agreement or BATNA (the point at which the negotiators ought to walk away from the table), executives should check in with key organizational leaders. … Learn More About This Program

Like it or not, we sometimes have to deliver bad news in negotiation. Here, Harvard Business School Professor Leslie John offers advice on how to do so without sabotaging your desired outcomes and preserving goodwill with your negotiating counterpart.

Q: I am a real estate agent working in a relatively competitive market. Unfortunately, market conditions … Read Delivering Bad News in Negotiation

In the best of times, negotiators brim with resources, energy, and optimism, which inspire collaboration and creativity. In the worst of times, negotiators are so stressed and fearful that they can be distrustful and rigid. … Learn More About This Program