Course description
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.
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Upcoming start dates
Who should attend?
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
Training content
The program focuses on 4 advanced skill sets:
- 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 behaviours 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.
Course delivery details
The training has two available formats. Each format has its own unique features to bring to you the best experience while you with us at Berkeley Executive Education.
The first format is a 6-week virtual negotiation skill training utilizing the flexible, online Lab platform. Online sessions are usually held on Thursday from 9:00 am - 12:15 pm (Pacific Time Zone). The second format is a 3-day in-person, communication-intensive program at UC Berkeley Haas School of Business campus.
Regardless of the format, the main features of the program are:
- Distinguished Teaching Fellow and Senior Lecturer, Professor Schroth
- Challenging case studies and exercises to identify and develop your negotiation strategies
- Exclusive network-building opportunities
- Extended post-program access to select course material
- Access to the program alumni community
Negotiation & Influence Program (Online) Certificate of Completion
Costs
The program fee for the 6-Week Online format is $3,750 (USD).
The program fee for the 3-Day In-Person format is $5,040 (USD).
Certification / Credits
Upon completing this program, Berkeley Haas Executive Education will award you with a verified Digital Certificate of Completion.
Moreover, this program counts toward a Certificate of Business Excellence. 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.
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