Investment Management Consultants Association (IMCA) has pre-approved this program for 14 hours of CIMA®, CIMC®, and CPWA® non-IMCA-sponsored continuing education credit. To report non-IMCA-sponsored CE to IMCA, visit Negotiations and Influence
The Art of Working with People to Get Things Done
Negotiations and Influence will provide you the skills you need to develop the network of high-productivity relationships critical to success in your job. You will learn strategies for getting results with difficult people, with cooperative people, with your partners and colleagues, and with customers and suppliers.
Program Description
The UC Berkeley Negotiations and Influence program is an intensive, active, content-rich program—providing you the equivalent of 1/2 an MBA Negotiation course. You will learn key negotiation and influence skills and then put them into practice through six engaging in-class negotiation exercises. You will receive feedback on your negotiated outcomes in debrief sessions -- enabling you to improve your skills throughout the program. Lastly, you will be provided with two self-assessment tools that we will complete in class. These tools will help you understand and work with your innate negotiation style and personality and to understand how to negotiate effectively with others who are different.
The course is led by Holly Schroth, a well known negotiations expert who is a Senior Lecturer at UC Berkeley's Haas School of Business and consultant to numerous companies in Silicon Valley. Holly has won several teaching awards including a BusinessWeekOnline award ranking her THE BEST undergraduate professor across disciplines, across the US. She also recently won the 2009 Earl F. Cheit award for excellence in teaching. Holly is one of the leading authors of negotiation exercise materials which are used by educators and trainers across the globe. Holly has a Ph.D. in Social Psychology, specializing in Social Cognition and she uses this training to understand how we think about social interaction.
"Professor Holly Schroth is as talented a teacher as you will come across at any level of education. Her Negotiations Program offered by UC Berkeley’s Center for Executive Education has improved my ability to successfully compete in my business environment. I would recommend this class to anyone in any line of work."
--Jonathan Carr, Development Manager, Grosvenor Americas
At the end of the Negotiations and Influence program, participants will be awarded a certificate of completion by the UC Berkeley Center for Executive Education and be invited to join our LinkedIn alumni group.
Program Topics
- Fundamental Negotiation Concepts
- Integrative Negotiations
- Multi-Issue Negotiations
- Team Based Negotiations and Preparation
- Cross Functional Teams
- Shadow Negotiations
Who Should Attend
This course is invaluable to anyone who needs to influence other people as part of the job. This can range from Product Managers, who may need to influence cross-functional teams, to Sales and Business Development professionals, who succeed through influencing partners and customers.
