Harvard Study Confirms What Conlego Has Taught All Along
Negotiation success isn’t about being the toughest person in the room — it’s about being the smartest. And according to a recent Harvard Business Review study, “What Makes a Great Negotiator“, that means creating results and relationships.
At Conlego, we couldn’t agree more.
The Harvard Findings: Tough and Respectful Win Together
In their analysis of nearly 1,000 negotiations, researchers Remigiusz Smolinski and Peter Kesting found that the best negotiators don’t see a tradeoff between winning and building relationships. They’re what the study calls “integrated achievers” — professionals who consistently achieve strong outcomes while building trust and cooperation.
Sound familiar?
That’s exactly what we call a Maestro Negotiator at Conlego.
These are the leaders who combine strategy, confidence, and relationship-building — turning every negotiation into a long-term success story.
The Four Meta-Competencies of Great Negotiators
The Harvard study identified four key “Meta-Competencies” that define world-class negotiators. Here’s how they align with the Conlego approach we’ve been teaching for years to create greater results and relationships:
1. Effective Communication & Presence
Great negotiators don’t just exchange offers — they tell stories.
Our maxim at Conlego is simple: “The Best Story Wins.”
Starting with a clear and compelling narrative builds trust, excitement, and openness to creating new value.
We also focus on executive presence — how you show up in the room.
Your presence can either invite collaboration or trigger resistance. We help leaders harness personal power to influence with confidence, not force.
2. Negotiation Intelligence
Negotiation intelligence is all about timing, tactics, and adaptability.
At Conlego, we teach negotiators to lead with confidence:
- Set the agenda
- Make and defend first offers
- Manage concessions
- Create and claim value through smart tradeoffs
Top performers adapt — we call this the “chameleon capability.” They know when to compete and when to collaborate, shifting strategies as conditions evolve.
3. Relationship Building
Trust is not a “soft skill.” It’s a strategic advantage.
The study found that effective negotiators invest in rapport, communicate transparently, and follow through.
At Conlego, relationship-building isn’t an afterthought — it’s the foundation. Because in business, you’ll likely negotiate with the same people again. The relationships you build today become your biggest assets tomorrow.
4. Moral Wisdom
Perhaps the most powerful insight from the study is the role of moral wisdom — the ethical compass guiding decisions.
It’s about balancing fairness with firmness and pairing assertiveness with empathy.
At Conlego, we believe that effectiveness and integrity are not opposites — they’re mutually reinforcing.
That’s why we help organizations build a “culture of strategic negotiation” — one where values drive performance.
Conlego’s Approach: Validated by Harvard-Published Study
For years, Conlego has trained and coached leaders to embody these same principles — long before this study confirmed them.
The takeaway? Great negotiators aren’t born — they’re developed.
Through focused training, practical coaching, and a commitment to ethical leadership, any professional can learn to create value through both results and relationships.
The Bottom Line to creating greater results and relationships
The Harvard research validates what we’ve always known:
Negotiation excellence isn’t about dominance — it’s about balance.
When you combine preparation, strategy, empathy, and integrity, you don’t just win deals — you build partnerships that last.
At Conlego, we’re proud to help professionals around the world become Maestro Negotiators — skilled, confident, and trusted.
Want to learn how to master your next negotiation?
https://conlego.com/training-coaching/
