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Jim Olson

This UC Davis Graduate School of Management course expands on the fundamentals of negotiation by exploring the complexity around challenging negotiation situations. You will learn how to use power, influence, and leverage to impact the outcome of a negotiation. You will explore the ethical challenges of negotiation, learn how to negotiate in difficult situations, and discover how individual and cross-cultural differences may affect a negotiation.

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This UC Davis Graduate School of Management course expands on the fundamentals of negotiation by exploring the complexity around challenging negotiation situations. You will learn how to use power, influence, and leverage to impact the outcome of a negotiation. You will explore the ethical challenges of negotiation, learn how to negotiate in difficult situations, and discover how individual and cross-cultural differences may affect a negotiation.

What you'll learn

  • Identify the key characteristics of a coalition, and how and why they form.

  • Assess the use of power, influence, and leverage present in a negotiation.

  • Differentiate between appropriate and inappropriate responses in difficult negotiation situations.

  • Assess the cross-cultural dimensions and differences that can impact a negotiation.

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Good to know

Know what's good
, what to watch for
, and possible dealbreakers
Specifically designed for professionals, business people, and organizations seeking to strengthen their negotiation skills
Explores the complexities of negotiation situations, including power dynamics, cultural differences, and ethical challenges
Provides insights into how to assess and use power, influence, and leverage to achieve desired outcomes
Involves the analysis of real-world negotiation scenarios, allowing learners to apply concepts and strategies in practical settings

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Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Navigating Negotiation Intricacies with these activities:
Organize and review course materials regularly
Stay organized and enhance retention by regularly reviewing and compiling course materials.
Show steps
  • Create a system for organizing notes, assignments, and other course materials.
  • Review your notes after each class or study session.
  • Summarize key concepts and ideas in your own words.
Review 'Getting to Yes'
Start the course with a strong foundational knowledge of negotiation principles from this introductory text.
Show steps
  • Read the book cover to cover.
  • Write a summary of each chapter.
  • Identify the key concepts and techniques presented in the book.
Practice negotiation simulation exercises
Reinforce negotiation strategies and tactics by engaging in realistic negotiation simulations.
Browse courses on Negotiation Skills
Show steps
  • Identify a willing negotiation partner.
  • Prepare for the negotiation by gathering information and developing a strategy.
  • Role-play the negotiation, taking turns扮演ing different parties.
  • Analyze the results of the negotiation and identify areas for improvement.
Two other activities
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Attend a negotiation workshop or training program
Gain valuable hands-on experience and insights from industry experts at a negotiation workshop or training program.
Show steps
  • Research and identify negotiation workshops or training programs that align with your interests.
  • Register for the workshop or training program.
  • Attend the workshop or training program, actively participating in exercises and discussions.
Develop a negotiation plan for a real-world scenario
Apply the principles of negotiation to a specific scenario, enhancing your practical understanding.
Show steps
  • Identify a real-world negotiation scenario that you are familiar with.
  • Research the topic and gather relevant information.
  • Develop a negotiation strategy that outlines your goals, interests, and options.
  • Create a negotiation plan that details your approach, tactics, and contingency measures.

Career center

Learners who complete Navigating Negotiation Intricacies will develop knowledge and skills that may be useful to these careers:
Business Development Manager
Business Development Managers are the people who help businesses win new customers. They work to identify new opportunities and build relationships with potential clients. In order to succeed as a Business Development Manager, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals.
Project Manager
Project Managers are responsible for planning, executing, and closing projects. They work with a team of people to ensure that a project is completed on time and within budget. In order to succeed as a Project Manager, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals with vendors and contractors.
Sales Manager
Sales Managers are responsible for leading and motivating a team of sales representatives. They work to develop sales strategies and ensure that the team meets its sales goals. In order to succeed as a Sales Manager, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals with customers.
Consultant
Consultants provide advice and expertise to businesses on a variety of topics. They work with clients to identify problems and develop solutions. In order to succeed as a Consultant, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals with clients.
Lawyer
Lawyers represent clients in legal disputes and transactions. They work to protect their clients' rights and interests. In order to succeed as a Lawyer, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals with opposing counsel.
Investment Banker
Investment Bankers work with companies to raise capital and advise them on mergers and acquisitions. They work with a variety of clients, including corporations, governments, and individuals. In order to succeed as an Investment Banker, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals with clients.
Real Estate Agent
Real Estate Agents help people buy and sell property. They work with clients to find the right property and negotiate the best possible price. In order to succeed as a Real Estate Agent, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals with clients.
Human Resources Manager
Human Resources Managers are responsible for managing the human resources of an organization. They work to recruit, hire, and train employees. They also develop and implement HR policies. In order to succeed as a Human Resources Manager, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals with employees and unions.
Marketing Manager
Marketing Managers are responsible for planning and executing marketing campaigns. They work to promote products and services to potential customers. In order to succeed as a Marketing Manager, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals with vendors and advertising agencies.
Financial Analyst
Financial Analysts provide investment advice to individuals and institutions. They work with clients to develop investment strategies and manage their portfolios. In order to succeed as a Financial Analyst, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals with clients.
Teacher
Teachers instruct students in a variety of subjects. They work to create a positive learning environment and help students reach their full potential. In order to succeed as a Teacher, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals with students, parents, and administrators.
Social Worker
Social Workers help people overcome challenges and improve their lives. They work with clients to provide counseling, support, and resources. In order to succeed as a Social Worker, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals with clients, agencies, and other professionals.
Nurse
Nurses provide care to patients in a variety of settings. They work to assess patients' needs, develop care plans, and provide treatment. In order to succeed as a Nurse, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals with patients, family members, and other healthcare professionals.
Police Officer
Police Officers enforce the law and protect the public. They work to prevent crime, investigate crimes, and arrest criminals. In order to succeed as a Police Officer, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals with suspects, victims, and other law enforcement officers.
Firefighter
Firefighters protect the public from fires. They work to extinguish fires, rescue people, and provide medical assistance. In order to succeed as a Firefighter, it is important to be able to negotiate effectively. This course will help you develop the skills you need to negotiate successful deals with victims, bystanders, and other firefighters.

Reading list

We've selected 20 books that we think will supplement your learning. Use these to develop background knowledge, enrich your coursework, and gain a deeper understanding of the topics covered in Navigating Negotiation Intricacies.
Provides a guide to cross-cultural negotiations. It valuable resource for anyone who wants to understand the challenges and opportunities of negotiating in different cultures.
Provides a framework for understanding cultural differences in business. It valuable resource for anyone who wants to do business across cultures.
Provides a framework for having difficult conversations in a productive and respectful way.
Provides a framework for thinking about the future and planning for uncertainty. It valuable resource for anyone who wants to improve their decision-making skills.
Provides a controversial and provocative look at the nature of power and how it can be used to achieve success.
Provides insights into the psychology of negotiation. It valuable resource for anyone who wants to understand the psychological dynamics of negotiation.
Explores how we can use nudges to influence people's behavior without restricting their freedom of choice.
Explores the downside of having too many choices and how it can lead to decision fatigue and poor decision-making.
Provides a framework for personal and professional effectiveness, including principles that can be applied to negotiation.

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