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.

  • Negotiation: Know Your Interests

    "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 strategy

    Negotiation strategy

    Negotiation requires planning, strategy, and discipline. Learning how to pick and choose your tactics ensures that you get more of what you want.

  • High-Performance Negotiations for Women

    Fair game

    Among elite business-school grads, women earn just 93 percent of what men make. Leigh Thompson offers five steps to even the score.

  • Baby negotiators

    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.

  • Negotiation First Move

    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?

  • Knockout Boxer

    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.

  • Leigh Thompson

    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.

  • Women Negotiate Forum

    Getting what you need

    Advice on negotiating personal issues, pregnancy, mid-career promotions and other employment issues facing professional women.

  • Negotiation lies

    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.

  • Leigh Thompson

    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?

  • Jeanne Brett

    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

  • Women negotiation skills

    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.

Grow your skill set with Kellogg School of Management

  • Executive Education

    Kellogg Executive Education

    Hone your branding and brand-management skills with Kellogg's expert faculty

  • Executive MBA

    EMBA student

    Hone your negotiation skills and speed your overall career progress with a Kellogg Executive MBA

  • Full-Time MBA

    Kellogg Fulltime MBA

    The Kellogg MBA: the ace up your sleeve when negotiating your next critical deal