Course Pack: Navigating Negotiation
Watch: Turn Small Wins into Big Gains
A legend in the business negotiation world; Dr. Deborah Kolb is a pioneering figure in gender-focused leadership research, a professor Emerita, and a mentor / strategic advisor to the world’s most successful executive women. Her brilliant talk at Google’s Massachusetts site unpacks the points of her book, and gives essential advice for negotiation - wherever and whenever it’s needed.
Download: The PON Handbook
The Program of Negotiation: a collaborative campaign between Harvard, MIT and Tufts University. Their goal? To share the secrets of successful negotiation, for free, with you. Their downloadable handbook is a treasure trove of crucial tips and tricks, but, if you’re short of time, this quick vid from management think-tank the Erich Pommer Institut runs through the key points.
Read: Never Split the Difference by Chris Voss
If you’ve never heard of Chris Voss we can’t wait to introduce you. Voss is a former FBI hostage negotiator turned business consultant, and his fantastic guide to negotiation covers all bases; work, home, governmental, you name it. Only got half an hour before negotiations begin? You can join Sarah, Helen and he on the Amazing If.. podcast, or dive into this handy resource.
Listen: Negotiation Ninja
Entrepreneur Mark Raffan hasn’t taken a break from this twice-weekly podcast series since its 2017 launch. It shows. His featured guests and he have covered everything from negotiating contracts via text to negotiating the menu for Christmas dinner: search his site for ‘negotiating [x],’ you’ll find something. We recommend this as a starting point, but please explore - it’s a goldmine.
Do: Negotiation Exercises for Groups or Pairs
Need some practise for the big talk? Try these quick exercises with a colleague or five. Each tackles the fundamentals of negotiation skills in a light, engaging and clever way; perfect for getting your head in the game before a meeting.
Read: Bargaining for Advantage by G. Richard Shell
Wharton business school has an interesting take on negotiation - be yourself. It might sound clichéd, but Shells taught it since 86’, and he’s got the research to back it up. Complete with evidence, anecdotes and exercises, Bargaining for Advantage walks you through the process of finding your unique negotiation style, then helps you turn it up to 11.