Negotiation and Influence

Haas School of Business

How long?

  • 3 days
  • in person

What are the topics?

Haas School of Business

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Who should attend

Professionals who need to influence others, including those in:

  • Product management
  • Sales
  • Marketing
  • Business development
  • Procurement managers and executives

About the course

On the job and in our personal lives, solid negotiation strategies are key to our success. Negotiation is both an art and a strategic process that involves building trust and developing relationships, as well as influencing and shaping behaviors that result in mutually satisfying agreements for all.

Professor Holly Schroth has published several articles on negotiation and procedural justice in leading journals and is one of the leading authors of negotiation exercise materials, which are used worldwide by educators and trainers. In this program, Holly will help participants gain the negotiation skills and confidence to succeed in challenging situations.

Master the Art of Negotiation Learn how to assess the negotiation landscape, recognize why agreements become imbalanced, diffuse gambits, use silence effectively, and successfully conclude any negotiation.

Build Trust and Develop Relationships Change a negotiation from competitive to cooperative and avoid behaviors that shut the other party down.

Learn How to Influence Without Authority Evaluate and develop your own skills to succeed in any type of negotiation - even without direct authority.

Acquire Advanced Negotiation Skills Apply non-verbal strategies, shadow negotiations, visual matrices, and other tools to gain buy-in and influence outcomes.

PROGRAM TOPICS

The Negotiation & Influence program curriculum covers the following topics:

TOPIC 1 | Fundamental Negotiation Concepts

  • Negotiation as a tool to create value and build relationships
  • Fundamental concepts to use in every negotiation
  • The psychology behind the negotiation process
  • Common negotiation mistakes

TOPIC 2 | Integrative Negotiations

  • Working towards integrative agreements
  • Strategies for building trust and developing relationships
  • How language impacts a negotiation
  • How to ask questions (and how not to)
  • Uncovering the other party’s interests

TOPIC 3 | Multi-Issue Negotiations

  • Strategies and tactics for managing a multi-issue negotiation
  • Understanding and utilizing your negotiation style
  • Working with those who have a different style

TOPIC 4 | Influence in Cross-Functional and Virtual Teams

  • Managing informational, procedural, strategic, and social complexities
  • Facilitating the negotiation process (agenda, ground rules, decision rules, etc.)
  • Creating a superordinate goal; why it works
  • Managing the “no agreement alternative” and those who prefer the status quo
  • Using a visual matrix for achieving high quality solutions while gaining team member buy-in

TOPIC 5 | Team Based Negotiations and Conflict Management

  • Managing complex team dynamics
  • Benefits of and detriments to negotiating in teams
  • Internal vs. external negotiations
  • Managing conflict and perceived power differences
  • Rebuilding trust and apologies as a source of power

TOPIC 6 | Shadow Negotiations

  • Assessing the negotiation landscape to prepare strategy for multiple stakeholders
  • Influence strategies most effective with different stakeholders
  • The impact of perceptions on the process and satisfaction with the outcome
  • Using shadows in a positive way so as to not be considered political
  • When to use the different communication mediums for maximum influence

TOPIC 7 | Cross-Cultural Negotiations

  • Key cultural factors that influence negotiations (whether international or within the U.S.)
  • Common mistakes made in cross-cultural negotiations
  • Preparing for a cross-cultural negotiation
  • Negotiating with your boss/manager for cross-cultural negotiation success
  • Avoiding stereotype bias reinforcement

Experts

Holly Schroth

Education PhD, Social Psychology ;UC Santa Barbara MA, Psychology, UC Santa Barbara BA, Psychology, UC Santa Barbara Positions Held At Haas since 1992 1995 – present, Lecturer, Undergraduate & Graduate Program, Santa Clara University 1992 – present, Senior Lecturer, Haas School ...

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Negotiation and Influence at Haas School of Business

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