10 Negotiation Training Skills Every Organization Needs (2022)

Learn how to teach negotiation skills within an organization through these negotiation training tips from the experts at the Program on Negotiation at Harvard Law School

By PON Staff — on / Negotiation Training



10 Negotiation Training Skills Every Organization Needs (1) Comment

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.

1. Get Your Team On the Same Page About Negotiation Training

The only way that an organization and its employees will know how to negotiate is by training them. 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 to apply what they learned. Unfortunately, their new knowledge often fails to “stick.” They quickly abandon the best practices they learned during negotiation training and replace them with ineffective old habits. ReadImplement Negotiation Training in Your Organization to learn five ways to make negotiation training “stick” in your organization.

Claim your FREE copy: Negotiation Skills

Build powerful negotiation skills and become a better dealmaker and leader. Download our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.

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2. Teach the Mistakes of Past Negotiations

Business professionals seeking to improve their negotiation training can learn a great deal from the mistakes made in newsworthy negotiations. One example that can be used in negotiation training comes from Steven M. Davidoff of the New York Times’ “DealBook.” He analyzed how the U.S. government rushed negotiations to save U.S. automaker Chrysler back in 2009 and how that led to a costly long-term problem. ReadFor Better Negotiation Training, Study the U.S. Government’s Mistakes to learn more. You can also readReal Life Examples of Bargaining Gone Wrong.

3. Teach Hard-Bargaining Skills

Negotiating skills for dealing with situations as they arise at the bargaining table are always in high demand. Strategies prepared before coming to the bargaining table are one way to anticipate events during negotiations, but expert negotiators know that the bargaining style of their counterpart will impact, positively or negatively, even the best-laid plans. Don’t let anyone in your organization be caught unprepared by hard bargainers. Read10 Hard Bargaining Negotiation Skills.

4. Teach How Conflicts of Interest Can Affect a Negotiation

Negotiators and other decision-makers sometimes have the difficult task of remaining impartial when facing a conflict of interest. The actions of the special committee of Dell’s board as the company’s CEO and founder, Michael Dell, moved forward with a leveraged buyout suggest precautions you can take when navigating such delicate situations. Read Coping with Conflicts of Interest.

5. Teach How to Leverage Your Emotions

In typical negotiation 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, said during a recent interview with the Wall Street Journal: Successful negotiators must “experience the emotion of love at one point in their life, to know what it means to have been hurt in love at one point in their life, to know success and, perhaps most important, to know what it means to know failure.” He concluded, “The very good negotiators, I think, are the ones with the life stories.” ReadNegotiation Training with Heart to read the rest of the story.

6. Also Teach How to Control Your Emotions

To guard against acting irrationally or in ways that can harm you, authors of Beyond Reason: Using Emotions As You Negotiate Roger Fisher and Daniel Shapiro advise you to take your emotional temperature during a negotiation. Specifically, try to gauge whether your emotions are manageable, starting to heat up, or threatening to boil over. ReadHow to Control Your Emotions in Conflict Resolutionand learnthree ways to lower your emotional temperature.

7. Teach How to Build Relationships

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’ve decided to make the first offer and are ready with a number of alternatives, always open by asking and listening to assess interests. Note that if your style of listening isn’t sufficiently empathetic, it won’t elicit honest responses. A relationship in negotiation is a perceived connection that can be psychological, economic, political, or personal; whatever its basis, wise leaders, like skilled negotiators, work to foster a strong connection because effective leadership depends on it. ReadThe Importance of Relationships in Negotiationto learn how to build trust within a negotiation.

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8. Try Role Playing as a Part of Negotiation Training

Role-playing puts participants in hypothetical situations and challenges them to deliberate and make decisions in new and different ways. Role-play simulations foster both individual and collective learning that can be transferred to “real world” situations. They also provide safe and flexible settings for experimentation. Read more inLearning From Negotiation Role-Plays.You can find more than 200 role-play simulations available through theProgram on Negotiation’sTeaching Negotiation Resource Center. Also, read about the four obstacles of learning from simulations.

9. Test Scorable Negotiating Exercises

Simulations allow students to embrace unfamiliar situations (and thus build up their improvisational capabilities). Current research shows that learners grasp and retain concepts better in experiential learning environments, like simulations, in contrast to theoretical teaching methods, like lectures. And while scorable simulations have a range of strengths and weaknesses, simulations – whether scorable or not – can contribute to negotiation instruction in a number of ways. ReadThe Value of Using Scorable Simulations in Negotiation Training.

10. Evaluate a Student’s Performance With Scores and Without

Whether to grade student role-play performance, process and outcomes is a tricky question. Jim Lawrence, a long-time PON contributor, simulation author, attorney and practicing mediator with Frost Brown Todd LLC, shared his thoughts on the value and purpose of grading students participating in negotiation simulations inGrading a Negotiation: Examples of How to Evaluate Student Performance.

In addition to all of these negotiation training tips, we recommend catching up with the best negotiation training books.Whether you are facing negotiations with Congress, colleagues, customers, or family members, the negotiation books in this list, published in recent years by experts from the Program on Negotiation, offer new perspectives on common negotiating dilemmas. Additionally, we suggest joining us at Negotiation and Leadership: Dealing With Difficult People and Problems,the ultimate negotiation training event.Negotiation and Leadership distills cutting-edge research and real-world examples into three days of targeted executive education negotiation training.

What negotiation training challenges have you faced in your organization? Share them in the comments below.

Claim your FREE copy: Negotiation Skills

Build powerful negotiation skills and become a better dealmaker and leader. Download our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.

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FAQs

How do you answer interview questions about negotiation skills? ›

Some tips to answer interview questions about negotiating or persuasion include: - Think through how each party would react in different scenarios. - Try to find an example of when you successfully persuaded someone. - Answer the question by thinking about your skills and how they can help a company.

What are the ten effective negotiation skills a negotiator should apply? ›

A successful negotiation requires the two parties to come together and hammer out an agreement that is acceptable to both.
  • Problem Analysis to Identify Interests and Goals. ...
  • Preparation Before a Meeting. ...
  • Active Listening Skills. ...
  • Keep Emotions in Check. ...
  • Clear and Effective Communication. ...
  • Collaboration and Teamwork.

Why are negotiation skills important in an organization? ›

Good negotiations contribute significantly to business success, as they: help you build better relationships. deliver lasting, quality solutions—rather than poor short-term solutions that do not satisfy the needs of either party. help you avoid future problems and conflicts.

How do you demonstrate strong negotiation skills? ›

How to improve your negotiation skills
  1. Identify your goals. It's important you enter negotiations knowing what you want out of an agreement and how much you're willing to compromise. ...
  2. Consider the opinions of others. ...
  3. Understand your strengths and weaknesses. ...
  4. Build your confidence. ...
  5. Don't be afraid to make mistakes. ...
  6. Don't rush.
20 May 2021

What is a good example of negotiation? ›

Negotiating a job offer, asking for a raise, making the case for a budget increase, buying and selling property or equipment, and closing a sale with a customer are just a few examples of the many deals you might be involved in.

What are the top ten characteristics of a good negotiator? ›

What the experts say
  • preparation and planning skill.
  • knowledge of the subject matter being negotiated.
  • ability to think clearly and rapidly under pressure and uncertainty.
  • ability to express thoughts verbally.
  • listening skill.
  • judgment and general intelligence.
  • integrity.
  • ability to persuade others.
8 Sept 2021

What techniques of negotiations work best in an organization? ›

5 Good Negotiation Techniques
  • Reframe anxiety as excitement. ...
  • Anchor the discussion with a draft agreement. ...
  • Draw on the power of silence. ...
  • Ask for advice. ...
  • Put a fair offer to the test with final-offer arbitration.
5 Nov 2020

What is negotiation skills and its process? ›

Negotiation is a process by which two or more people (or groups) resolve an issue or arrive at a better outcome through compromise. Negotiation is a way to avoid arguing and come to an agreement with which both parties feel satisfied.

What is negotiation skills and its types? ›

Some of the most common are distributive negotiation, integrative negotiation, team negotiation, and multiparty negotiation. In distributive negotiation, parties compete over the distribution of a fixed pool of value. Here, any gain by one party represents a loss to the other.

What is the meaning of negotiation skills? ›

Negotiation skills are inherent qualities that help two or more parties agree to a common logical solution. In the workplace, you may have to display your negotiating skills in various situations such as: Negotiating a salary hike with the HR manager after promotion.

What is the purpose of negotiation? ›

It is a way of settling disputes without fighting, a way of making joint decisions when those who are making decisions hold different views or a way of achieving your own objectives despite other participants having different objectives.

What quality is the most helpful during a negotiation? ›

Other than understanding value, I wholeheartedly believe that fairness is your most helpful quality in a negotiation. If both parties feel they had a win-win and that they reached a fair agreement, they'll be more likely to work together in the future.

What is the aim of negotiation? ›

Your primary goal in negotiating a contract is to procure products and services that your business needs. Negotiations typically serve to determine things like: price and payment terms.

How can I improve my communication and negotiation skills? ›

10 Tips for Strengthening Negotiation Skills
  1. Be Prepared. Preparation is the first step to negotiating successfully. ...
  2. Your Goals. ...
  3. Consider Alternatives. ...
  4. Don't Sell Yourself Short. ...
  5. Take Your Time. ...
  6. Communication is Key. ...
  7. Listen Carefully. ...
  8. Explore Other Possibilities.
25 Aug 2014

What are the 4 P's of negotiation? ›

According to Yadvinder Rana, the 4Ps of Preparation, Process, Power Perception and Players' perspective are the cornerstones towards understanding how negotiation and business deals are made. All of the 4Ps are dynamic, over-lapping, and inter-dependent.

What are 3 negotiation techniques? ›

There are 3 key approaches to negotiations: hard, soft and principled negotiation. Many experts consider the third option – principled negotiation – to be best practice: The hard approach involves contending by using extremely competitive bargaining.

What makes a strong negotiator? ›

A strong negotiator is personable, but strong willed. They listen well to words, but pay attention to subtext and body language. Great negotiators must train to maximize their abilities.

What is the most important step in the negotiation process? ›

The first, and often the most important step toward successful negotiation is planning and preparation. According to Thompson (2009), about 80% of negotiators' efforts should go toward the preparation stage. However, planning and preparation go beyond what negotiators should do before negotiation.

Why do leaders develop negotiation skills? ›

Leadership skills in negotiation are used to understand the interests of those you're leading and to find ways of satisfying those interests. In negotiation, effective leaders seek to understand the interests of those they lead and find ways of satisfying those interests in order to achieve organizational goals.

What is negotiation simple words? ›

Negotiations involve two or more parties who come together to reach some end goal through compromise or resolution that is agreeable to all those involved. One party will put its position forward, while the other will either accept the conditions presented or counter with its own position.

Why communication is important in negotiation? ›

Only through communication. An effective communication is directly proportional to an effective negotiation. The better the communication is the better the negotiation would be. Discussion does not mean fighting and shouting, instead it is simply the exchange of one's ideas, thoughts and opinions with each other.

How do people communicate in negotiations? ›

People negotiate through a variety of communication media: over the telephone, in writing, and increasingly through such electronic channels as e-mail and teleconferencing systems, instant messaging, and even text messaging.

What are the five qualities of a good negotiator? ›

5 Qualities of a Successful Negotiator
  • Empathy. Can you picture yourself in someone else's shoes? ...
  • Integrity. You can't expect people to be too vulnerable to your negotiating powers if you fail to show integrity. ...
  • Confidence. ...
  • Patience. ...
  • Flexibility. ...
  • Share:
4 Dec 2019

What are the challenges of negotiation? ›

Key Challenges for Effective Procurement Negotiation
  • Rushing. You need enough time to negotiate effectively. ...
  • Lack of information and proper planning. ...
  • Closed mind. ...
  • Poor communication. ...
  • Overthinking the power dynamics. ...
  • Using short-term negotiation tactics with long-term suppliers.

What is a negotiation plan? ›

It is a process by which compromise or agreement is reached while avoiding argument and dispute. In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent).

How does negotiation resolve conflict? ›

How to use negotiation. Negotiations allow the parties to agree to an outcome which is mutually satisfactory. The actual terms of the agreement must be concluded by the parties and can be as broad or as specific as the parties desire. A negotiated settlement can be recorded in the form of an agreement.

How can a student use effective negotiation skills to qualify a job interview? ›

Tips To Answer Interview Questions About Negotiation Skills
  • Identifying your goal. Before you negotiate, you must know what you need to get out of a negotiation. ...
  • Identifying the goals of parties involved. ...
  • Willingness to compromise. ...
  • Confidence. ...
  • Not taking negotiation outcomes personally. ...
  • Personal development.

How do you prepare for a negotiation interview? ›

6 Ways to Prep for Your Salary Negotiation
  1. Have a number in mind. ...
  2. Let the employer bring up the topic of salary. ...
  3. Always negotiate within a range. ...
  4. Support your expected salary with an explanation. ...
  5. Bonuses and holidays are also up for negotiation. ...
  6. Remain amicable.

What is the meaning of negotiation skills? ›

Negotiation skills are inherent qualities that help two or more parties agree to a common logical solution. In the workplace, you may have to display your negotiating skills in various situations such as: Negotiating a salary hike with the HR manager after promotion.

How do you handle salary negotiations? ›

Here are eight tips for how to negotiate a salary that can help you tactfully and confidently ask for what you want.
  1. Become familiar with industry salary trends. ...
  2. Build your case. ...
  3. Tell the truth. ...
  4. Factor in perks and benefits. ...
  5. Practice your delivery. ...
  6. Know when to wrap it up. ...
  7. Get everything in writing. ...
  8. Stay positive.
7 Jan 2022

How can I improve my communication and negotiation skills? ›

10 Tips for Strengthening Negotiation Skills
  1. Be Prepared. Preparation is the first step to negotiating successfully. ...
  2. Your Goals. ...
  3. Consider Alternatives. ...
  4. Don't Sell Yourself Short. ...
  5. Take Your Time. ...
  6. Communication is Key. ...
  7. Listen Carefully. ...
  8. Explore Other Possibilities.
25 Aug 2014

What quality is the most helpful during a negotiation? ›

Other than understanding value, I wholeheartedly believe that fairness is your most helpful quality in a negotiation. If both parties feel they had a win-win and that they reached a fair agreement, they'll be more likely to work together in the future.

How do you negotiate? ›

5 Tips for Negotiating Better
  1. Make the first offer. ...
  2. When discussing money, use concrete numbers instead of a range. ...
  3. Only talk as much as you need to. ...
  4. Ask open-ended questions and listen carefully. ...
  5. Remember, the best-negotiated agreement lets both sides win.
7 Jun 2021

What to say when negotiating salary examples? ›

You might say something like: "I definitely understand budgeting issues, and I want to be as flexible as possible to work with your team. I'm still very excited about joining your group, and would like to explore whether $60,000 is possible given my specific experience and skill set."

What do you say when an employer offers a low salary? ›

If you're sure that you want to decline, consider saying something like this: "I appreciate the offer and your time, but I can't accept this position at the salary you're offering. If the salary range is something that can be negotiated, please let me know."

What is the purpose of negotiation? ›

It is a way of settling disputes without fighting, a way of making joint decisions when those who are making decisions hold different views or a way of achieving your own objectives despite other participants having different objectives.

What is negotiation simple words? ›

Negotiations involve two or more parties who come together to reach some end goal through compromise or resolution that is agreeable to all those involved. One party will put its position forward, while the other will either accept the conditions presented or counter with its own position.

How do you negotiate salary and benefits? ›

Salary Negotiation: How to Negotiate Salary and Succeed
  1. Research the market value of your skills and the position.
  2. Set a target salary range.
  3. Practice asking for the salary you want.
  4. Let the employer raise the subject first.
  5. Deflect the conversation until you've got the job offer.
  6. Don't share your salary history.

How do you negotiate salary without another offer? ›

How To Negotiate Salary Without Losing The Offer
  1. Do research before the interviews. ...
  2. Don't disclose your current salary unless it is absolutely mandatory. ...
  3. Don't offer up your salary figures in the interview process. ...
  4. Do know what you are willing to accept. ...
  5. Do look at the total package. ...
  6. Do take time to think.

What can you negotiate in a job offer? ›

5 things you should always negotiate in a job offer
  • 5 things you should always negotiate in a job offer. ...
  • Higher salary. ...
  • Sign on bonus. ...
  • Education reimbursement. ...
  • Additional vacation time. ...
  • Vehicle allowance or a flexible schedule.
9 Jun 2022

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