Negotiation and Influence Program
Center for Executive Education
Haas School of Business, UC Berkeley
The Negotiation and Influence program, at the Center for Executive Education at UC Berkeley, is an intensive, interactive three-day course that will help you develop your negotiation, influence and communication skills. Participants will learn the social psychology behind negotiation and influence in addition to being able to practice their skills in a series of challenging, innovating exercises based on today’s workplace dynamics. Participants will improve their ability to create mutually satisfying agreements and work effectively with anyone, anywhere.
Learn How To:
- Successfully plan for, initiate and conclude negotiations to maximize value for both parties
- Avoid language irritators, engage in problem-solving conversations and manage conflict
- Use social psychological tools to build trust, strengthen relationships and manage emotions
- Manage complex team dynamics and utilize the skills needed to negotiate within and between teams
- Adopt non-verbal communication strategies that project confidence and promote cooperation
- “Shadow negotiate” (negotiate behind the scenes) to gain buy-in and build collaboration
- Understand how and why coalitions are built and the positive and negative consequences of forming a coalition with colleagues
- Navigate the intricacies of negotiating with people from different cultures and backgrounds
The ability to negotiate and influence others is not limited to our professional lives. This program is invaluable for anyone that wants to resolve conflict and reach agreements in any aspect of their lives.
Come prepared to build greater confidence in your ability to negotiate, influence and develop long-term, highly productive relationships, whether at work or at home!
Upon course completion, you will learn:
- Fundamental concepts to use in every negotiation and how to prepare
- Why you should work towards integrative (value-based) agreements
- How to manage a multi-issue negotiation
- To recognize the importance of observation and the social psychology behind effective negotiation
- How to manage conflict and perceived power differences
- How to facilitate and manage the entire negotiation process
Who Should Attend?
Professionals who need to influence others, including those in:
- Product management
- Business development
- Procurement managers and executives