Top 10 Negotiation Skills You Must Learn to Succeed

Before arriving at the bargaining table, wise negotiators spend significant time identifying their best alternative to a negotiated agreement, ... × PONDailyBlog PON–ProgramonNegotiationatHarvardLawSchool-https://www.pon.harvard.edu Comment Increasingly,businessnegotiatorsrecognizethatthemosteffectivebargainersareskilledatbothcreatingvalueandclaimingvalue—thatis,theybothcollaborateandcompete.Thefollowing10negotiationskillswillhelpyousucceedatintegrativenegotiation: ClaimyourFREEcopy:NegotiationSkills Buildpowerfulnegotiationskillsandbecomeabetterdealmakerandleader.DownloadourFREEspecialreport,NegotiationSkills:NegotiationStrategiesandNegotiationTechniquestoHelpYouBecomeaBetterNegotiator,fromtheProgramonNegotiationatHarvardLawSchool. 1.AnalyzeandcultivateyourBATNA.Inbothintegrativenegotiationandadversarialbargaining,yourbestsourceofpowerisyourabilityandwillingnesstowalkawayandtakeanotherdeal.Beforearrivingatthebargainingtable,wisenegotiatorsspendsignificanttimeidentifyingtheirbestalternativetoanegotiatedagreement,orBATNA,andtakingstepstoimproveit. 2.Negotiatetheprocess.Don’tassumeyou’rebothonthesamepagewhenitcomestodeterminingwhentomeet,whoshouldbepresent,whatyouragendawillbe,andsoon.Instead,carefullynegotiatehowyouwillnegotiateinadvance.Discussingsuchproceduralissueswillclearthewayformuchmorefocusedtalks. 3.Buildrapport.Althoughit’snotalwaysfeasibletoengageinsmalltalkatthestartofanegotiation(particularlyifyou’reonatightdeadline),doingsocanbringrealbenefits,researchshows.Youandyourcounterpartmaybemorecollaborativeandlikelytoreachanagreementifyouspendevenjustafewminutestryingtogettoknoweachother.Ifyou’renegotiatingoveremail,evenabriefintroductoryphonecallmaymakeadifference.Thisisoneofthemostvaluablenegotiationskillstomaster. 4.Listenactively.Onceyoustartdiscussingsubstance,resistthecommonurgetothinkaboutwhatyou’regoingtosaynextwhileyourcounterpartistalking.Instead,listencarefullytoherarguments,thenparaphrasewhatyoubelieveshesaidtocheckyourunderstanding.Acknowledgeanydifficultfeelings,likefrustration,behindthemessage.Notonlyareyoulikelytoacquirevaluableinformation,buttheotherpartymaymimicyourexemplarylisteningskills. 5.Askgoodquestions.Youcangainmoreinintegrativenegotiationbyaskinglotsofquestions—onesthatarelikelytogethelpfulanswers.Avoidasking“yesorno”questionsandleadingquestions,suchas“Don’tyouthinkthat’sagreatidea?”Instead,craftneutralquestionsthatencouragedetailedresponses,suchas“Canyoutellmeaboutthechallengesyou’refacingthisquarter?” 6.Searchforsmarttradeoffs.Inadistributivenegotiation,partiesareoftenstuckmakingconcessionsanddemandsonasingleissue,suchasprice.Inintegrativenegotiation,youcancapitalizeonthepresenceofmultipleissuestogetbothsidesmoreofwhattheywant.Specifically,trytoidentifyissuesthatyourcounterpartcaresdeeplyaboutthatyouvalueless.Thenproposemakingaconcessiononthatissueinexchangeforaconcessionfromheronanissueyouvaluehighly. 7.Beawareoftheanchoringbias.Ampleresearchshowsthatthefirstnumbermentionedinanegotiation,howeverarbitrary,exertsapowerfulinfluenceonthenegotiationthatfollows.Youcanavoidbeingthenextvictimoftheanchoringbiasbymakingthefirstoffer(oroffers)andtryingtoanchortalksinyourpreferreddirection.Iftheothersidedoesanchorfirst,keepyouraspirationsandBATNAattheforefrontofyourmind,pausingtorevisitthemasneeded. 8.Presentmultipleequivalentofferssimultaneously(MESOs).Ratherthanmakingoneofferatatime,considerpresentingseveraloffersatonce.Ifyourcounterpartrejectsallofthem,askhimtotellyouwhichonehelikedbestandwhy.Thenworkonyourowntoimprovetheoffer,ortrytobrainstormwiththeotherpartyanoptionthatpleasesyouboth.Thisstrategyofpresentingmultipleofferssimultaneouslydecreasestheoddsofimpasseandcanpromotemorecreativesolutions. 9.Tryacontingentcontract.Negotiatorsoftengetstuckbecausetheydisagreeabouthowacertainscenariowillplayoutovertime.Insuchcases,tryproposingacontingentcontract—inessence,abetabouthowfutureeventswillunfold.Forexample,ifyoudoubtacontractor’sclaimsthathecanfinishyourhomerenovationprojectinthreemonths,proposeacontingentcontractthatwillpenalizehimforlatecompletionand/orrewardhimforearlycompletion.Ifhetrulybelieveshisclaims,heshouldhavenoproblemacceptingsuchterms. 10.Planfortheimplementationstage.Anotherwaytoimprovethelong-termdurabilityofyourcontractistoplacemilestonesanddeadlinesinyourcontracttoensurethatcommitmentsarebeingmet.Youmightalsoagree,inwriting,tomeetatregularintervalsthroughoutthelifeofthecontracttocheckinand,ifnecessary,renegotiate.Inaddition,addingadispute-resolutionclausethatcallsfortheuseofmediationorarbitrationifaconflictarisescanbeawisemove. Whatnegotiationskillswouldyouaddtothislist?Leaveusacomment. ClaimyourFREEcopy:NegotiationSkills Buildpowerfulnegotiationskillsandbecomeabetterdealmakerandleader.DownloadourFREEspecialreport,NegotiationSkills:NegotiationStrategiesandNegotiationTechniquestoHelpYouBecomeaBetterNegotiator,fromtheProgramonNegotiationatHarvardLawSchool. RelatedPostsInBusinessDisputes,ConflictResolutionStylesCanMakeAlltheDifferenceInNegotiation,HowMuchDoPersonalityandOtherIndividualDifferencesMatter?NegotiationEthics:DealingwithDeceptionattheBargainingTableIdentifyYourNegotiationStyle:AdvancedNegotiationStrategiesandConceptsValueClaiminginNegotiation Comment Comments NoResponsesto“Top10NegotiationSkillsYouMustLearntoSucceed” Ihadabookofyoursitwasashortread,concise,Ilovedit!Thanku!ManagementbookfromBarnesnnoble. Reply Withregardstoanchoringifyouarevictimtoit,aneffectiveantidoteistoinsistonjustificationbyasking“itwouldbehelpfultousifyoucouldexplainhowyouarrivedatthatvalue?”.Thiscompletelyneutralizestheanchoringeffect!Tryit!Itworkslikemagic!! Reply Haveawellplannedconcessionstrategy: 1.Takethetimetothinkaboutwhatconcessionstheothersidemightaskofyou. 2.Leaveyourselfroom–thismeansyoubetterunderstandhowtoanchorandwhereyourtargetisforagreatoutcome. 3.Rationalizeyourconcessionstoavoidthe”buffoonfactor”andcausecredibilityloss.Youdon’twanttobearbitrary. 4.Takecarefulconsiderationonhowbigorsmallyourconcessionsshouldbe…thereisanentireprocessforthis. 5.Askforsomethinginreturn…thisshouldbeanexchangeofvaluableassetstohelpbothpartiesmeettheirmostimportantpriorities. Reply Exceptwhenit’saridiculouslylowoffer.Youropponentwillalwaysfindawaytojustifyevenaridiculousoffer,and,ifyoustartaconversationonsuchanoffer,youhavebeenanchored!Findawaytoignorethelowoffer,suchaspretendingyoudidn’thearit? Reply Pleasesendmemoreinformation. Reply Hello, YoucanfindmoreinformationaboutourcoursesintheExecutiveEducationsectionofourwebsite. Reply Iwouldliketohavepermissiontopassyour10skillsalongtosomeofourtopbusinesscustomers.Wouldthatbepossible? Reply Hello, Allofourcontentisfreeandcanbepassedalong. Reply WhathasbeeninterestingtomesinceItookDr.Mandell’sclassishowmuchnegotiationispartofeverydaylife.Fewpeopleseemtorealizehowmanythingsare,oratleastshouldbe,theresultofanegotiation.Toomanythinkthatnonegotiationisinvolvedunlessthepartiessay,“OK,wearegoingtonownegotiate.”IgaveatalkbasedonwhatIlearnedinclassandittookawhileforpeopletoseehowmanymoreaspectsofboththeirprofessionalandpersonallivesaretheresultofimplicitnegotiation. Reply excellent Reply Extremelyhelpfulinformation. Reply Clickheretocancelreply. LeaveaReplyCancelreplyYouremailaddresswillnotbepublished.Requiredfieldsaremarked*Name* Email* Website Savemyname,email,andwebsiteinthisbrowserforthenexttimeIcomment. Δ 2022Programs DownloadBrochure: April2022 May,June&July2022 Fall2022 RegisterOnline: April2022 May,June&July2022 Fall2022 LearnMoreaboutNegotiationandLeadership MAY2022HARVARDNEGOTIATIONMASTERCLASS DownloadMay2022Brochure RegisterOnline ReadMore SelectYourFreeSpecialReport NegotiationandLeadershipIn-PersonFall2022Brochure NegotiationMasterClassMay2022ProgramGuide NegotiationandLeadershipIn-PersonSpring/Summer2022Brochure NegotiationandLeadershipMarchandApril2022Brochure MaketheMostofOnlineNegotiations ManagingMultipartyNegotiations GettingtheDealDone SalaryNegotiations OvercomingCulturalBarriersinNegotiation NegotiationTraining:HowHarvardNegotiationExercises,NegotiationCasesandGoodNegotiationCoachingCanMakeYouaBetterNegotiator TeachingNegotiationResourceCenter TeachingMaterialsandPublications StayConnectedtoPON PreparingforNegotiation Understandinghowtoarrangethemeetingspaceisakeyaspectofpreparingfornegotiation.Inthisvideo,ProfessorGuhanSubramaniandiscussesarealworldexampleofhowseatingarrangementscaninfluenceanegotiator’ssuccess.Thisdiscussionwasheldatthe3dayexecutiveeducationworkshopforseniorexecutivesattheProgramonNegotiationatHarvardLawSchool. GuhanSubramanianistheProfessorofLawandBusinessattheHarvardLawSchoolandProfessorofBusinessLawattheHarvardBusinessSchool. Articles&Insights BATNA NegotiationasYourBATNA:TheSyrianCivilWarandCrisisNegotiations PowerinNegotiations:HowtoMaximizeaWeakBATNA ManagingDifficultNegotiators HowNegotiatorsCanStayonTargetattheBargainingTable 6BargainingTipsandBATNAEssentials BusinessNegotiations InBusinessNegotiations,EatBeforeYouNegotiate ABusinessNegotiationCaseStudy:EndingtheNHLLockout DearNegotiationCoach:AssessingGoodNegotiationSkills DealingwithCulturalBarriersinBusinessNegotiations DealingwithDifficultPeopleandUnethicalNegotiationTactics ConflictResolution TypesofConflictinBusinessNegotiation—andHowtoAvoidThem ManagingExpectationsinNegotiations ForHollywoodWriters,aHeavilyNegotiatedBusinessContract ACaseStudyofConflictManagementandNegotiation AdvancedNegotiationStrategiesandConcepts:HostageNegotiationTipsforBusinessNegotiators CrisisNegotiations WhatisCrisisManagementinNegotiation? FamousNegotiationsCases–NBAandthePowerofDeadlinesattheBargainingTable NegotiatingControversialIssuesinDifficultNegotiations Learningfromcrisisnegotiations NegotiationintheNews:LastNegotiatingMovesFromANever-BoringPresident DealingwithDifficultPeople WhenDealingwithDifficultPeople,TryaComplementaryApproach DealingwithDifficultPeopleandNegotiation:WhenShouldYouGiveUptheFight? ExamplesofDifficultSituationsatWork:ConsensusandNegotiatedAgreements NegotiationTips:ListeningSkillsforDealingwithDifficultPeople HowtoHandleDifficultCustomers Dealmaking DearNegotiationCoach:WhatAretheBenefitsofaHandshakeAgreement ClosingtheDealinNegotiations:3TipsforSequentialDealmaking PowerinNegotiation:ExamplesofBeingOverlyCommittedtotheDeal MESONegotiation:TheBenefitsofMakingMultipleEquivalentSimultaneousOffersinBusinessNegotiations WhatLeadstoRenegotiation? DisputeResolution RepairingRelationshipsUsingNegotiationSkills PatienceisaWinningNegotiationSkillforGettingWhatYouWantattheNegotiationTable ChoosetheRightDisputeResolutionProcess NegotiationCaseStudies:Google’sApproachtoDisputeResolution CulturalBarriersandConflictNegotiationStrategies:Apple’sApologyinChina InternationalNegotiation InternationalNegotiationsandCognitiveBiasesinNegotiation DiplomaticNegotiations:TheSurprisingBenefitsofConflictandTeamworkattheNegotiationTable GovernmentNegotiationsandBeyond:UsingCarrotsandSticksEffectively DisputeResolutionforIndiaandBangladesh CrossCulturalNegotiationsinInternationalBusiness:FourNegotiationTipsforBargaininginChina LeadershipSkills LeadershipStylesinNegotiation:TheCaseofEbayandPaypal LeadershipSkillsinNegotiation:HowtoNegotiateEquityIncentiveswithSeniorManagement NegotiationSkillsandBargainingTechniquesfromFemaleExecutives GreatWomenLeadersNegotiate AdvantagesandDisadvantagesofLeadershipStyles:UncoveringBiasandGeneratingMutualGains Mediation Mediation:SittingDownattheTable WhatisMed-Arb? ArbitrationvsMediation:What’sWrongwithTraditionalArbitration? HowMediationCanHelpResolveProSportsDisputes NegotiationResearchonMediationTechniques:FocusonInterests NegotiationSkills InBusinessDisputes,ConflictResolutionStylesCanMakeAlltheDifference InNegotiation,HowMuchDoPersonalityandOtherIndividualDifferencesMatter? NegotiationEthics:DealingwithDeceptionattheBargainingTable IdentifyYourNegotiationStyle:AdvancedNegotiationStrategiesandConcepts ValueClaiminginNegotiation NegotiationTraining NegotiationTraining:What’sSpecialAboutTechnologyNegotiations? 3-DNegotiationStrategy BestNegotiationBooks:ANegotiationReadingList UseaNegotiationPreparationWorksheetforContinuousImprovement TheImportanceofaRelationshipinNegotiation SalaryNegotiations AreSalaryNegotiationSkillsDifferentforMenandWomen? HowtoNegotiateaHigherSalary WhyGreatNegotiatorsEarnMoreMoney AskANegotiationExpert:There’sMoretotheWageGapThanWomenNegotiatingSalary DisputeResolutionExample:TheChicagoSymphony’sContractDispute TeachingNegotiation HarborcoAll-In-OneCurriculumPackageNowAvailable! TeachingMediation:ExercisestoHelpStudentsAcquireMediationSkills TeachingtheFundamentals:TheBestIntroductoryNegotiationRolePlaySimulations CheckOuttheBriefCourseOutlinesfromtheTNRC AskANegotiationExpert:TrendsinMergerandAcquisitionStrategies Win-WinNegotiations WhatisaWin-WinNegotiation? HowtoNegotiateMutuallyBeneficialNoncompeteAgreements ForNFLPlayers,aWin-WinNegotiationContractOnlyinRetrospect? WinWinNegotiation:ManagingYourCounterpart’sSatisfaction Win-WinNegotiationStrategiesforRebuildingaRelationship PONPublications NegotiationJournal HarvardNegotiationLawReview Resources Podcasts Videos Webcasts Login Email Password RememberMeThissettingshouldonlybeusedonyourhomeorworkcomputer. Lostyourpassword?Createanewpasswordofyourchoice. × Copyright©2022NegotiationDaily.Allrightsreserved.