Negotiation and Influence

Haas School of Business

How long?

  • 6 weeks
  • online

What are the topics?

Haas School of Business

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...

Reviews

Comprehensive course analysis

Unbiased reviews from past participants
Global companies alumni of this course worked for
Positions of participants who took this course
Countries where most past participants are from
FREE
Individual needs analysis

Who should attend

  • You are a professional or executive in any functional area of your company.
  • You likely have some managerial responsibilities.
  • You negotiate monthly, weekly, or daily with stakeholders, clients, or coworkers - or want to prepare to do so.
  • You are new to negotiation or a seasoned pro taking time to study your craft. You are either looking to build confidence in your negotiation skills or perfect the art of the negotiation.
  • You acknowledge that negotiations in your personal life could probably go better too.
  • Maybe you handle conflict well and maybe you don’t. You’ll either lay the foundation for handling it better or build on what you do know.

About the course

The importance of negotiation skills for managers cannot be overemphasized. Believe it or not - these skills don’t just impact your job performance. Past participants in the program have found the benefits of negotiation skills and confidence they gain extend beyond their professional lives to their personal lives. Remember - a negotiation can be a simple salary negotiation or securing approval for a risky project or balancing work and kids at home with a partner during a global pandemic. With many of us working and managing remotely, negotiations look different today than they did a year ago. Skills for virtual negotiations are central to the program content.

In this negotiation skills training program, Professor Holly Schroth teaches the social psychology behind the negotiation skills that most effectively influence others. Through in-class simulation of practical negotiation skills, you develop negotiation skills that not only help you manage conflict but also build trust. These essentials of negotiation will drive win-win negotiations. You will complete the program feeling confident - like you can negotiate anything!

What you’ll learn in the Negotiations & Influence classroom for executives includes the following:

Master the Art of Negotiation

Learn the practical negotiation skills of how to assess the negotiation landscape, recognize why agreements become imbalanced, diffuse gambits, use silence effectively, and avoid making irrational decisions. These negotiation skills and more enable you to successfully reach an agreement. Remember: concluding every negotiation is a skill - one you will develop in this training.

Build Trust in a Negotiation by Leveraging Social Psychology

Social psychology has the power to change the perception of a negotiation from competitive to cooperative. Learn how to pick up on social and psychological cues and leverage them as a negotiation tactic.

Put the Emotions Aside

Getting too emotional can prevent you from reaching an agreement. According to Professor Schroth, there is a difference between “managing tactical and genuine anger in negotiations.” A part of your negotiation skills must be conflict management. Gain techniques to manage your emotions and reduce the toll your own emotions can take on the outcome of a negotiation.

Advanced Negotiation Skills Training

In addition to the basic skills, you’ll be challenged in this training to take on the advanced negotiation skills of utilizing non-verbal strategies, shadow negotiations, facilitating negotiation, and visual matrices to gain stakeholder buy-in and influence outcomes.

FEATURES

ONLINE

  • Six-week virtual negotiation skill training utilizing the flexible, online Lab platform
  • Program sessions held Thursday from 9:00-12:30 pm PDT (Note: Session held on the week of November 8th will take place on Friday, Nov. 12)
  • Office hours held Thursday from 12:30-1:30 pm PDT
  • Distinguished Teaching Fellow and Senior Lecturer, Professor Schroth
  • Challenging case studies and exercises to identify and develop your negotiation strategies
  • Exclusive network-building opportunities
  • Access to the program alumni community
  • Negotiation & Influence Program Certificate of Completion

IN-PERSON

  • Three-day in-person, communication intensive program at UC Berkeley Haas School of Business campus
  • Distinguished Teaching Fellow and Senior Lecturer, Professor Schroth
  • Challenging case studies and exercises to identify and develop your negotiation strategies
  • Exclusive networking reception with faculty
  • Access to the program alumni community
  • Negotiation & Influence Program Certificate of Completion

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 ...

Videos and materials

Negotiation and Influence at Haas School of Business

From  $3,750
Add coaching to your course booking

Coaching can personalize and deepen learning for you and your organization.


Something went wrong. We're trying to fix this error.

Thank you for your application

We will contact the provider to ensure that seats are available and, if there is an admissions process, that you satisfy any requirements or prerequisites.

We may ask you for additional information.

To finalize your enrollment we will be in touch shortly.

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.