Negotiation Skills and Strategies
More than 80 percent of CEOs and other executives leave money on the table when negotiating, according to J. Jay Gerber Professor of Dispute Resolution & Organizations Leigh Thompson. They settle for too little. They walk away from the table unnecessarily. They act tough, damaging the long-term relationships their businesses need to thrive.
What negotiation skills do you need? What strategies should you employ? From developing the latest research to grounding students and practitioners in the fundamentals, Kellogg's world-renowned faculty have earned a top-notch reputation for helping you reach agreements on your biggest deals.
Know your BATNA and use it to inform your offer. Figure out when to make the first move, and understand what you and the other party want out of the arrangement.
Negotiation is a lifelong practice, and Kellogg helps you to be your best at the table.
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The latest in negotiation tips and learning from Kellogg's acclaimed faculty
Highlight Your Advantage
Professor Vicki Medvec explains how differentiating your organization at the negotiation table will give you a greater advantage.
Mind the Gap
Professor Leigh Thompson explains how women can close the negotiation gap that prevents them from reaching their highest earning potential.
"Pump"kin up your interests
Professor Jeanne Brett explains how buying pumpkins turned into a lesson in knowing one's interests and crafting a win-win solution in a negotiation.
Negotiation requires planning, strategy, and discipline. Learning how to pick and choose your tactics ensures that you get more of what you want.
Among elite business-school grads, women earn just 93 percent of what men make. Leigh Thompson offers five steps to even the score.
Born this way?
Great negotiators don't step up to the table with genetically encoded skills. They learn the deal-making craft through study, trial and experience.
The first offer
Should you be the one to make it? Everyone insists you should always go second or risk revealing too much. But what if everyone is wrong?
Don't take one for the team
When negotiating, making heavy concessions in order to preserve a relationship seems like a good idea. In practice, however, it's all sacrifice and no payoff.
Negotiation Tactics 101
Learn effective negotiation skills in under an hour with four videos covering topics such as the most common mistakes to avoid, your BATNA and more.
Getting what you need
Advice on negotiating personal issues, pregnancy, mid-career promotions and other employment issues facing professional women.
Lies are unwise
Calling an offer "final" when you know it's not isn't tough negotiating—it's a lie. And lying will cost you at the negotiation table in the long run.
High-performance negotiation skills for women
The pay gap between male and female graduates of elite business schools is widening. How do women address that when negotiating salary?
Negotiation and culture, teams, and decisions
Jeanne Brett, Leigh Thompson and Victoria Medvec on the interplay of negotiation with cultural differences, team dynamics, and decision-making
Page to stage
Women are afraid to negotiate because of potential backlash. They can fight it by writing their own story and framing how their colleagues see them.