Negotiation
Professionals negotiate internally every day — with colleagues, new recruits, clashing functions, and corporate headquarters. We negotiate externally with demanding customers and clients, government agencies, lawyers, vendors, and venture partners. The ability to effectively manage conflicting interests is crucial to individual and organizational success. Unsustainable agreements, damaged relationships, suboptimal outcomes undercut our ability to get the job done.
Based on work done at the Harvard Negotiation Project over the last 30 years, including Getting to Yes (Fisher, Ury, Patton), Getting it Done: How to Lead When You’re Not in Charge (Fisher, Sharp, Richardson), and Negotiation Analysis: The Science and Art of Collaborative Decision Making (Raiffa, Richardson, Metcalfe), we provide a cognitive framework for understanding negotiation and negotiation success and tools for negotiating mutually beneficial outcomes and bringing power and persuasiveness to bear in ways that preserve relationships.
Key Skills
Getting unstuck
Creating value
Knowing when and how to walk away
Crafting lasting agreements
Building the relationship
Managing difficult tactics
Preparing for negotiations