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Negotiation and Influence

Negotiation and Influence

Resolve Conflict, Reach Agreement, Gain Greater Confidence
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Navigate, manage, and facilitate challenging negotiations - with ease.
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Gain confidence in negotiation strategies and your abilities in any setting, whether at work or at home.
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Led by distinguished Teaching Fellow and Senior Lecturer at the UC Berkeley Haas School of Business, Professor Schroth.

About the Program

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 learn the social psychology behind negotiation and influence, and gain the negotiation skills 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
Use social psychology to 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 Dates

Program Topics

The Negotiation & Influence program curriculum covers the following topics:

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

Download the program topics

Download the program schedule

Who It's For

Any professional that is looking to improve their negotiation skills and influence others. Professionals from the below (but not limited to) these departments can benefit from taking the program: 

  • Product Management
  • Sales
  • Marketing
  • Business Development
  • Procurement Managers and Executives

A group of colleagues or team can greatly benefit from attending this program together.

Cost & Features

Program Fee

Interested in payment assistance from your employer? Click here.

  • Three-day in-person, communication intensive program at UC Berkeley Haas School of Business campus 
  • Distinguished Teaching Fellow and Senior Lecturer at the UC Berkeley Haas School of Business, Professor Schroth
  • Challenging case studies and exercises to identify and develop your negotiation strategies 
  • Exclusive networking opportunities 
  • Access to the program alumni community 
  • Negotiation & Influence Program Certificate of Completion 
This program counts toward a
Certificate of Business Excellence
Curriculum Days 
Three Days
Strategy & Management

A UC Berkeley Certificate of Business Excellence gives individuals the opportunity to create a personal plan of study structured by our four academic pillars. Participants will earn a mark of distinction with certification from a world-class university, and enjoy the flexibility of completing the program in up to three years.


Interested in attending this program with a group of your colleagues?

Interested in customizing this program for your organization?


Learn More

Experience the Program

Go inside the program with Professor Holly Schroth and experience the Negotiation & Influence program.

Have more questions about registration, billing, accommodation, or employer support?

Visit our FAQ Page or Contact Us.