By Shayla Reaves

Kathleen McGinn is a Negotiations Professor in the Organizations and Markets (NOM) Group at the Graduate School of Business Administration, Harvard University. She has designed and taught numerous courses throughout her career and is currently a member of the Editorial Board at Administrative Science Quarterly. McGinn’s research focuses on the impact interpersonal relationships have on decision-making and conflict within organizations. She counts Johnson & Johnson, Knight Ridder Newspapers, Mayo Clinic, and The Tribune Company among her clients. McGinn received her PhD from the Kellogg School of Management at Northwestern University. Here are some responses from a Q&A with McGinn regarding negotiations.

Why is the ability to negotiate an important skill to have?
“Regardless of what you do — be it finance, marketing, or editorial — negotiations are what make things happen.”

Why are negotiations important in the newspaper industry?
“Newspapers tend to have lots of people at the same level so you cannot depend on hierarchy to solve problems. With the many environmental changes in newspaper, negotiations are required within organizations to make the environment run more smoothly.”

What is a common problem people tend to make in negotiating
“A common problem people tend to make in negotiating is not assessing what plan of action will be taken if they don’t come to an agreement with their first negotiation.”

How can someone improve his or her negotiating skills?
“Spending time before a negotiation, preparing and giving oneself time to think through potential offers is one way to improve one’s negotiating skills.”