Negotiation and Influence

Negotiation and Influence

Resolve Conflict, Reach Agreement, Gain Greater Confidence
 

Program Experience

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.
Go Inside the Program

Program Dates

There is pre-work for this program. Refer to the suggested deadline dates for enrollment below. Past this deadline, we enroll on a case-by-case and space-available basis, but please note: late enrollment may impact your experience in the program due to pre-work assignments.

Costs & 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
6-Week Online
$3,750
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

 

3-Day In-Person
$5,040
6-Week Online
$3,750
3-Day In-Person
$5,040

Employer Payment Assistance Guide

Download the full hardware, software, and bandwidth requirements prior to attending an online session for the Forum and Lab.

Employer Payment Assistance Guide

Download the full hardware, software, and bandwidth requirements prior to attending an online session for the Forum and Lab.

Who It's For

  • 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.

If you think a group of colleagues or your team would greatly benefit from attending this program together, let us know and we’ll make it happen.

This program counts toward a
Certificate of Business Excellence
Curriculum Days 
Three Days
Pillar(s) 
Strategy & Management

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.

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

Interested in customizing this program for your organization?

Faculty

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