Negotiation is an essential skill for every leader and professional. At its core, negotiation is about finding common ground and offering creative solutions, even during stressful situations. It's about seeing things from the other person’s perspective and working toward mutually beneficial outcomes. Executive leadership training programs often emphasize that even small tweaks in how we approach conversations can have a significant impact.

In every work environment, assume that each conversation is a negotiation. This mindset increases your awareness and helps you see the opportunities happening all around you. As you observe others’ interactions, consider how you would adjust the power dynamic or introduce creative solutions.

Using Negotiation Awareness to Increase Influence and Engagement

Throughout my career, I used negotiation awareness to increase my influence and encourage team engagement. Even something as simple as a cross-departmental meeting can become high-stakes when the outcomes directly affect the business. The success of these interactions hinges on keeping the team engaged, aligned, and working toward the same goals.

I shared the following scenario in my book because it illustrates how negotiation can inspire creativity, alignment, and accountability within a team.

The Challenge: Building Alignment and Accountability

As a leader in a corporate environment, my group was responsible for client relationships and customer experience. Our customers were media companies, and they expected us to provide both fantastic service and cutting-edge technology. However, technology alone wasn’t enough. Without people aligned toward the same goals, no amount of innovation would lead to success. Unfortunately, my peers weren’t excited about delivering service to our clients because we weren’t all working together.

My job was to gain alignment and create a shift in the way we worked. I needed our teams to come together, get excited about the business, and understand our customers’ needs. The solution? An exclusive weekly meeting with a representative from each operational and technology area.

The Power of Exclusivity: A Negotiation Strategy

We used exclusivity as a negotiation tactic to influence commitment. This wasn’t just any meeting; it was a mandatory, high-stakes gathering with decision-making power. Each department was required to send one person, and that person needed to be empowered to make decisions. Attendance was capped, and accountability was strict—no one could miss or be late. This kind of structure is often highlighted in C-suite development strategies because it drives results and fosters a culture of accountability.

During our first meeting, we collectively made decisions for our customers. Every person in the room had a voice, and we committed to holding each other accountable. I promised to have their backs when communicating with senior management. This created a trusted environment where people could be honest and think like our customers.

Creativity and Engagement: Building a Team with Heart

At first, the meeting felt more like a task than a culture shift. People showed up on time, but it lacked heart. The turning point came when we instituted a rule: if you were late, you had to answer the question of the week. Questions ranged from “What was your first car?” to “What’s your most embarrassing moment?”

This might sound trivial, but it became a welcome distraction and a way to curb tardiness. It also became a bonding moment for the team. Some people arrived early just to secure their seats, while others intentionally showed up late because they enjoyed the vulnerability and connection that came with answering the questions. The team started to come together, and the meeting gained a reputation. Soon, others wanted to join because it was the group making decisions for the business.

Key Negotiation Strategies That Made the Difference: This meeting was built on the core attributes of high-stakes negotiation, which are applicable to any leadership scenario:

1. Set Clear Goals and Expectations: Define the purpose of the meeting and what success looks like.
2. Create Engagement: Use factors like exclusivity to drive commitment and enthusiasm.
3. Follow Through: Do what you say you will do and hold others accountable to do the same.
4. Consider the Interests of Every Participant: Ensure everyone at the table has a voice and their concerns are addressed.
5. Be Creative: Think outside the box to keep the group engaged and moving toward success.
6. Evaluate Power Dynamics: Understand who holds influence and how to balance power within the group.
7. Gain Commitment: Secure buy-in from everyone to ensure the group works toward a shared goal.
8. Close the Deal: Solidify decisions and ensure follow-through to achieve the desired outcome.

Negotiation as a Leadership Tool

Approaching every situation with a negotiation lens creates a more dimensional approach to leadership. This mindset helps leaders develop strategic negotiation skills that they can apply in any professional setting. It’s not just for “the people who negotiate”—it’s a vital tool for executive leadership and can be used to drive engagement and achieve better business outcomes.

Conclusion: Negotiation is a critical skill for leaders and professionals alike. Whether you’re in a cross-departmental meeting or engaging in a formal negotiation, viewing each conversation as an opportunity to find common ground and achieve better outcomes will enhance your effectiveness. By using innovative leadership strategies like exclusivity, accountability, and creativity, you can lead your team toward success.

Takeaway: Consider the next meeting or conversation you have. How can you apply a negotiation mindset to increase engagement and drive better results? Start by setting clear expectations, being creative, and ensuring everyone’s voice is heard.

Here are some great resources for you to leverage to dig deeper. 

Here are some excellent resources from trusted leadership and negotiation sites that you can incorporate into your blog posts to add more value for your readers:



1. Harvard Business Review (HBR) offers a helpful guide on improving negotiation skills, emphasizing the importance of emotional intelligence, planning, and creating value in conversations. These strategies can help individuals negotiate more effectively, especially in high-stakes professional environments​(Harvard Business School Online)​(Harvard Business School Online). This article would complement discussions around handling complex negotiations in your blog. You can check it out here.
2. The Program on Negotiation at Harvard Law School (PON) provides a wide range of resources on negotiation strategies. Their article on top 10 negotiation skills is particularly useful for professionals looking to enhance their influence and negotiation skills. They discuss how skills like active listening, empathy, and creative problem-solving can impact leadership success​(
   PON at Harvard). Find more about it here.
3. For leaders who want to focus on fostering better relationships while negotiating, the Harvard Business School Online article on creating value in negotiations can be insightful. It discusses how leaders can transform good deals into great ones by establishing trust, improvising, and focusing on areas of difference​(
   Harvard Business School Online). Access the full guide here.