Team Performance Resources

Overview

The curated resources below include videos, downloadable preparation sheets, and recommended books to continue your development. The materials are organized into these sections:

Negotiation Strategy - learn how to think about negotiation, how to structure negotiation process, etc.
Influence Tactics - develop at-the-table behavioral skills to increase your ability to influence the other party.
Special Topics - learn about specific issues in negotiation such as gender in negotiation, cross-cultural negotiation, etc.
Downloads - download preparation sheets and other resources to help improve your negotiation outcomes..
Book Recommendations - browse a curated list of the best books on negotiation and influence.

A stack of colorful hardcover books next to a laptop on a wooden desk in a cozy study with a bookshelf and a potted plant in the background.

Negotiation Strategy

What is a Good Negotiation Strategy?

In this video, Harvard Law Fellow Robert Bordone introduces key concepts for formatting an effective negotiation strategy.

The Integrative Approach to Negotiation

In this video, Harvard Law Fellow Robert Bordone introduces the principles of value-creating approaches to negotiation that drive collaborative, win-win outcomes through what is called “Integrative Negotiation.”

Using Interests to Create Value

In this brief video, Jeanne Brett, founder and director of the Dispute Resolution Research Center at the Kellogg School of Management, introduces the critical negotiation concept of an Interest and how to leverage your understanding of your and your negotiation partner’s interests to create value.

Four Steps to Achieving a Successful Strategy

In this video, Margaret Neale, the Adams Distinguished Professor of Management at Stanford Business School, introduces four steps to achieving a successful negotiation: (Assess, Prepare, Ask, Package) and offers the science behind how gender functions in negotiation. Neale also introduces some of the key research on women in negotiation.

How to set up an Effective Negotiation Process

In this video, Harvard Law Fellow Robert Bordone introduces the principles of value creating in negotiation to drive win-win outcomes through what is sometimes called “Integrative Negotiation.”

A Crucial Negotiation Lesson from Pedro Martinez

In this brief video, eight-time All-Star pitcher Pedro Martinez discusses a crucial lesson he learned about negotiation when he let his feelings interfere with his interests at the table while he was negotiating his contract.

Effective Negotiation Strategy

In this video, Harvard Business School Professor Deepak Malhortra offers a high-energy and charismatic crash course on his most compelling negotiation tips for effective strategy and tactics.

How to Win a Negotiation - Lessons from an FBI Hostage Negotiator

Former FBI Hostage Negotiator and author of Never Split the Difference, Chris Voss introduces the principles of a strategic approach to negotiation where splitting things 50./50 simply isn’t an option.

How to Negotiate with Your Inner Voice

In this short video, Sheila Heen, the Thaddeus R. Beal Professor of Practice at Harvard Law School, introduces the key skills for noticing and shifting your mindset in order to be more successful in hard conversations.

How to Negotiate in an Emotionally Charged Conflict

Harvard psychology professor and negotiation expert Daniel Shapiro introduces 3 critical levers for managing the stress of an emotionally charged conflict and navigating your way to a successful outcome more easily.

2. Tactics - Interpersonal Skills for Effective Influence

The Science of Persuasion

In this video, psychologists Robert Cialdini and Steve Martin summarize 6 evidence-based tactics of persuasion, as detailed in Cialdini’s groundbreaking work on persuasion, Influence.

Former FBI Agent teaches body language cues for effective influence

Former FBI Agent and author of What Every Body Is Saying, Joe Navarro, sits down with Steven Bartlett on Diary of a CEO to offer a masterclass on using body language to influence others at the negotiating table.

How to be Assertive (and Curious) at the Same Time

In this episode of the Tim Ferris Podcast, Sheila Heen, the Thaddeus R. Beal Professor of Practice at Harvard Law School, introduces practices for being both Assertive and Curious in a hard conversation.

How to Balance Firmness and Flexibility in Negotiation

In this short video tutorial, Harvard Business School Professor Deepak Malhortra offers perspectives on how to balance firmness about what you want with flexibility about what they want.

Assertive Tactics in Deal-making

In this brief video, author and businessman Tim Ferris introduces some of his favorite strategies and tactics for deal-making. Tactics described here sit in the assertive end of the negotiation spectrum and may be useful for those who need to build up that part of their negotiation game.

Master Negotiation Skills

In this wide-ranging conversation about negotiation skills, Thaddeus R. Beal Professor of Practice at Harvard Law school, Sheila Heen discusses best practices for opening a negotiation, defusing conversations that feel adversarial.

3. Special Topics in Negotiation

Negotiating Across Cultures

This brief Harvard Business Review video summarizes some of the research of Erin Meyer, whose book The Culture Map outlines some of the critical differences in how different cultures communicate and negotiate. .

Cross-Cultural Negotiation: the Science of Us vs. Them

In this medley of interviews, leading scientists and thought leaders discuss the science of tribalism and how we draw an “us versus them” division that hurts our ability to navigate conflict and resolve issues in hard conversations. Thought leaders include: Robert Sapolsky, Alexander Todorov, Dan Shapiro, Amy Chua, and Beau Lotto.

Gender in Negotiation

Kellogg School of Management Professor Leigh Thompson introduces some of the research and best practices when it comes to gender in negotiation, with specific application to how women can negotiate better salary offers.