Negotiation and Influence Program
Resolve Conflict, Reach Agreement, Gain Greater Confidence
Overview
Our highly acclaimed Negotiation & Influence program is a globally-recognized negotiations training course rooted in the social psychology behind effective communications and negotiations. It provides an in-depth understanding of the negotiation tactics that most positively influence others and foster environments that increase the likelihood of negotiation success in all domains, from work life to home life—and everything in between.
During this intensive program, you’ll acquire a toolbox of negotiation skills and strategies and the ability to recognize when to use them—even in situations where you don’t have direct authority. Importantly, you’ll also learn how to prevent emotions from interfering with the process and manage conflict by uncovering shared values and building the trust necessary to succeed in even the most challenging situations.
Key Takeaways
Master the Art of Negotiation
Learn best practices for assessing the negotiation landscape and effectively approaching different types of negotiations. Also, learn to recognize why agreements become imbalanced, when (and how) to ask questions and share information, diffuse gambits, and use silence effectively.
Build Trust & Put the Emotions Aside
Employ a deep understanding of social psychology to change a negotiation from competitive to cooperative and avoid behaviors that shut the other party down. Grasp the fundamentals of conflict management and learn how to regulate your and others' emotions so they do not negatively affect the outcome.
Maximize Satisfaction in Every Negotiation
Increase the chances of mutual benefits by skillfully applying various tactics, including making strategic opening offers and proposals, negotiating with packages, managing multiple incoming offers, handling cross-cultural negotiations, and navigating complex interactions.
More about the Negotiation and Influence program
Negotiation is both an art and a strategic process that involves building trust, developing relationships, and shaping the behaviors that result in mutually beneficial agreements for all.
The importance of negotiation skills for business professionals cannot be overemphasized. Competence in negotiation is critical to success in both our personal and professional lives.
The Negotiation & Influence program at Berkeley Executive Education will help you acquire and master these all-important strategies and skills for greater influence and more positive outcomes.
Enjoy An Engaging Program Experience
This highly sought-after training is led by Professor Holly Schroth, who has published several articles on negotiation and procedural justice in prominent journals and is one of the leading authors of negotiation exercise materials used worldwide by educators and trainers.
Throughout the course, Professor Schroth will lead you through practical in-class exercises, lectures, valuable interactive negotiation simulations, and expert coaching designed to help you build competence and confidence in your negotiation abilities.
Build Your Negotiations Tool Chest
This program will help you build and practice powerful and pragmatic negotiation skills and tactics like:
- shadow negotiations
- non-verbal language
- emotional regulation
- visual matrices
Own Your Negotiation Confidence
Whether you are new to negotiation or a seasoned pro taking time to perfect the art of negotiation, this program imparts fundamental social psychology principles that will empower you to navigate relationships confidently, problem-solve, resolve conflict, and build trust. You’ll also learn how to:
- gain buy-in
- avoid making irrational decisions
- manage team negotiations
- deal with perceived power differences
- handle multi-issue negotiations
- negotiate through difficult interactions
Past participants have commented on how the benefits of their new negotiation skills and the confidence they gained extend beyond the professional realm to every corner of their lives. Like them, you will complete the program inspired by your newfound confidence, feeling like you can skillfully negotiate anything, any time, with anyone, anywhere.
Who's it for
- Professionals or executives in any functional area of business who regularly negotiate with stakeholders, clients, or coworkers—or want to prepare to do so
- Professionals in any role or domain, even those without direct authority, who are looking to increase their influence and their confidence in negotiations
- Professionals with some experience in negotiations looking for more formal training.
- Groups or teams looking to make a bigger impact in their organization through more powerful and effective communications and by deftly managing team dynamics
Want to approach your employer about professional development classes and request employer support? Read the Employer Payment Assistance Guide.
Format & Structure
In-Person
- Three-day in-person, communication-intensive program at UC Berkeley Haas School of Business campus
- Challenging case studies and exercises to identify and develop your negotiation strategies
- Exclusive networking reception with faculty and peers
- Access to the program alumni community
- Negotiation & Influence Program Certificate of Completion
Dates & Costs
In-Person
Other Ways to Participate
Attend this program with a group of your colleagues.
Attend this program with colleagues to gain greater organizational impact. Groups of five or more receive special rates.
Customize this program for your organization.
Use this program's curriculum as the foundation of a program based on your company's unique objectives.
What people are saying
Get more information
Download the Negotiation and Influence Program Guide
The complimentary guide includes sample schedule, program curriculum, learning objectives, and more.
Employer Reimbursement
Gain tips on how to approach your manager about professional development and tuition reimbursement.
How do I enroll in the Negotiation and Influence program?
Enrolling in any one of our programs is simple:
- Click on the "enroll" button on the program page
- Create an account or log in to our customer portal
- Complete the online reservation form (should take less than 2 minutes)
- Pay by credit card to complete your enrollment, or select your preferred payment type to reserve your seat and connect with the finance team
How much time can I expect to spend on coursework each day?
We know that time away from the office is precious, so we work hard to make our program experiences as productive and valuable as possible. Our programs span full business days starting between 8:30-9:00 a.m. and running through 5 p.m. with lunch served in the classroom and short breaks throughout the day.
Approximately 1-2 hours of evening activities and preparation for the next day are required for some programs. Please download the program guide for more detail.
Do your programs provide credits towards a degree, grades, transcripts, or Continuing Education Units (CEUs)?
Our programs are non-degree programs and do not hold any credit unit equivalency, letter grades, pass/fail designation, Continuing Education Units (CEUs), or transcripts. Rather, we provide a certificate of completion at the conclusion of the program.
To qualify for a certificate of completion, a participant must meet the minimum requirements as noted for each program and maintaining at least 80% attendance/engagement.
Can I enroll in a program if I live outside of the U.S.?
Yes. Enrollment is available to global leaders, but visa requirements may apply. Proficiency in written and spoken English at a level that allows full engagement and participation in a program is recommended.
For most international participants, a B1/B2 visa—for participation in scientific, educational, professional, or business conventions, conferences, or seminars—is required for entry into the United States to attend a program with us.
Requesting and receiving a visa takes time and we recommend beginning the process three or four months in advance of the start date of a program.
You can ask your Program Manager to prepare an invitation letter to help with your visa application. It is important to emphasize that the visit is for business purposes.
The Visa Waiver Program is available to citizens or nationals from select countries. Check the Department of State website to determine your eligibility and learn about the waiver process.
The list of countries sanctioned by the Treasury Department's Office of Foreign Asset Control currently includes: Cuba, Iran, North Korea, Syria and the Ukraine-Crimea Region, plus the addition of Russia for Berkeley Executive Education at this time.
Faculty
Holly Schroth
Senior Lecturer | Distinguished Teaching Fellow, Haas School of Business
Certificates
Certificate of Completion
Signal your professional achievement to your network and get recognized for your completion! Upon successful completion of the program, UC Berkeley Executive Education grants a verified digital certificate of completion to participants that you are encouraged to add to your profiles.
Note: This program results in a digital certificate of completion and is not eligible for degree credit/CEUs. After successful completion of the program, your verified digital certificate will be emailed to you directly. All certificate images are for illustrative purposes only and may be subject to change at the discretion of UC Berkeley Executive Education.
Certificate of Business Excellence
Participants in the Certificate of Business Excellence (COBE) program will earn a mark of distinction from a world-class university, gain access to a powerful global network, and enjoy the flexibility of completing the program in up to three years. A UC Berkeley Certificate of Business Excellence allows individuals to create a personal learning journey structured by our four academic pillars to gain management essentials in Leadership, Entrepreneurship, Strategy, and Finance to drive both personal and organizational development.
