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Introduction to Negotiation Strategy

Negotiation skills are required to successfully navigate formal and informal interactions. They help you build strong relationships and effectively resolve conflicts by arriving at long-lasting and mutually beneficial solutions. In this course from UC Davis Graduate School of Management, you will discover the elements of a successful negotiation and learn how to shift from distributive bargaining to integrative bargaining in a negotiation. You will explore some common mistakes and learn how to avoid them. You will also learn how to incorporate the principles of strategic negotiation in future negotiations.

What you'll learn

Determine the most appropriate negotiation strategy to employ in different scenarios.
Identify the most appropriate anchoring topics and concessions to achieve a desired outcome in a negotiation.
Choose appropriate methods for creating win-win value by integration.
Apply the principles of strategic negotiation to an upcoming negotiation.

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Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Offers diverse ways to explore negotiation strategies and apply them to future negotiations

Suitable for learners with some experience in negotiation who want to expand their knowledge and skills

Taught by instructors with extensive experience in both academia and industry involved in negotiations

Might require additional resources for learners with no prior knowledge or experience with negotiation

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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 Introduction to Negotiation Strategy with these activities:

Read 'Getting to Yes: Negotiating Agreement Without Giving In'

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Provides a framework for navigating negotiations and achieving mutually beneficial outcomes.

View Getting to Yes: Negotiating Agreement Without... on Amazon

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Read each chapter thoroughly and take notes.
Apply the principles to real-life negotiation scenarios.

Read 'Never Split the Difference: Negotiating As If Your Life Depended On It'

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Offers practical techniques for reading body language and using empathy to gain an advantage in negotiations.

View Never Split the Difference: Negotiating As If... on Amazon

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Read the book and highlight key negotiation strategies.
Practice the techniques in real-life interactions.

Create a negotiation plan for a specific scenario

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Encourages students to apply negotiation principles to real-world situations.

Browse courses on Negotiation

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Identify a specific negotiation scenario.
Research the relevant issues and interests.
Develop a negotiation plan outlining your strategy and tactics.

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Practice negotiating different scenarios

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Develops negotiation skills through hands-on practice and feedback.

Browse courses on Negotiation

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Identify different negotiation scenarios.
Role-play each scenario with a partner.
Analyze the negotiation and identify areas for improvement.

Discuss negotiation strategies with peers

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Provides an opportunity to learn from and collaborate with peers.

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Form study groups.
Discuss negotiation principles and case studies.
Share insights and best practices.

Attend a negotiation workshop

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Provides structured guidance and networking opportunities.

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Research and identify relevant workshops.
Attend the workshop and actively participate.
Apply the learning to future negotiations.

Volunteer as a mediator or facilitator

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Provides hands-on experience in negotiating and resolving conflicts.

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Identify organizations or community groups that offer mediation or facilitation opportunities.
Contact the organization and express your interest in volunteering.
Receive training and support as needed.

Contribute to open-source negotiation tools

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Encourages students to engage with the broader negotiation community and contribute to the field.

Browse courses on Negotiation

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Identify open-source negotiation tools.
Review the codebase and identify areas for improvement.
Make code contributions or documentation improvements.

Career center

Learners who complete Introduction to Negotiation Strategy will develop knowledge and skills that may be useful to these careers:

Diplomat

Diplomats represent their countries' interests in foreign countries. They negotiate with foreign governments and officials on behalf of their countries, and work to resolve international disputes. The skills learned in Introduction to Negotiation Strategy, such as determining the most appropriate negotiation strategy and avoiding common mistakes, can be directly applied to the work of a Diplomat. This course can help Diplomats improve their negotiation skills, which can lead to improved outcomes for their countries and a more successful diplomatic career.

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Attorney

Attorneys represent clients in legal matters, including negotiation and litigation. They advise clients on their legal rights and options, and represent them in court and other legal proceedings. The skills learned in Introduction to Negotiation Strategy, such as determining the most appropriate negotiation strategy and shifting from distributive bargaining to integrative bargaining, can be directly applied to the work of an Attorney. This course can help Attorneys improve their negotiation skills, which can lead to improved client outcomes and a more successful legal practice.

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Mediator

Mediators help disputing parties reach mutually acceptable agreements. They facilitate communication between parties, help them identify their interests, and develop creative solutions to their conflicts. The skills learned in Introduction to Negotiation Strategy, such as choosing appropriate methods for creating win-win value and applying the principles of strategic negotiation, can be directly applied to the work of a Mediator. This course can help Mediators improve their negotiation skills, which can lead to improved outcomes for disputing parties and a more successful mediation practice.

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Contract Manager

Contract Managers are responsible for drafting, negotiating, and managing contracts for their organizations. They work with internal and external stakeholders to ensure that contracts are fair and beneficial to all parties. The skills learned in Introduction to Negotiation Strategy, such as choosing appropriate methods for creating win-win value and applying the principles of strategic negotiation, can be directly applied to the work of a Contract Manager. This course can help Contract Managers improve their negotiation skills, which can lead to improved contract outcomes and stronger relationships with stakeholders.

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Investment Banker

Investment Bankers provide financial advice and services to corporations and governments. They help clients raise capital, mergers and acquisitions, and other financial transactions. The skills learned in Introduction to Negotiation Strategy, such as choosing appropriate methods for creating win-win value and applying the principles of strategic negotiation, can be directly applied to the work of an Investment Banker. This course can help Investment Bankers improve their negotiation skills, which can lead to improved client outcomes and a more successful investment banking career.

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Business Development Manager

Business Development Managers are responsible for developing and executing business development strategies for their organizations. They identify new business opportunities, develop marketing campaigns, and negotiate contracts with customers. The skills learned in Introduction to Negotiation Strategy, such as determining the most appropriate negotiation strategy and avoiding common mistakes, can be directly applied to the work of a Business Development Manager. This course can help Business Development Managers improve their negotiation skills, which can lead to increased sales and improved customer relationships.

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Nonprofit Manager

Nonprofit Managers oversee the operations of nonprofit organizations, including fundraising, program development, and staff management. They often negotiate with donors, grantmakers, and other stakeholders on behalf of their organizations. The skills learned in Introduction to Negotiation Strategy, such as choosing appropriate methods for creating win-win value and applying the principles of strategic negotiation, can be directly applied to the work of a Nonprofit Manager. This course can help Nonprofit Managers improve their negotiation skills, which can lead to increased funding and a more successful nonprofit organization.

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Human Resources Manager

Human Resources Managers are responsible for managing the human resources function of their organizations, including recruiting, hiring, training, and employee relations. They often negotiate with employees and unions on behalf of their organizations. The skills learned in Introduction to Negotiation Strategy, such as identifying the most appropriate negotiation strategy and shifting from distributive bargaining to integrative bargaining, can be directly applied to the work of a Human Resources Manager. This course can help Human Resources Managers improve their negotiation skills, which can lead to improved employee relations and a more productive workforce.

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Purchasing Manager

Purchasing Managers are responsible for sourcing and procuring goods and services for their organizations. They negotiate contracts with suppliers, manage inventory, and ensure that their organizations get the best possible prices and terms. The skills learned in Introduction to Negotiation Strategy, such as determining the most appropriate negotiation strategy and avoiding common mistakes, can be directly applied to the work of a Purchasing Manager. This course can help Purchasing Managers improve their negotiation skills, which can lead to cost savings and improved supplier relationships.

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Insurance Agent

Insurance Agents help clients find and purchase insurance policies that meet their needs. They negotiate with insurance companies on behalf of their clients, and work to get them the best possible coverage and rates. The skills learned in Introduction to Negotiation Strategy, such as choosing appropriate methods for creating win-win value and avoiding common mistakes, can be directly applied to the work of an Insurance Agent. This course can help Insurance Agents improve their negotiation skills, which can lead to increased sales and improved client relationships.

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Real Estate Agent

Real Estate Agents help clients buy, sell, and rent properties. They negotiate contracts on behalf of their clients, and work to get them the best possible price and terms. The skills learned in Introduction to Negotiation Strategy, such as determining the most appropriate negotiation strategy and identifying the most appropriate anchoring topics and concessions, can be directly applied to the work of a Real Estate Agent. This course can help Real Estate Agents improve their negotiation skills, which can lead to increased sales and improved client relationships.

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Financial Advisor

Financial Advisors help clients plan and manage their finances. They provide advice on investments, retirement planning, and other financial matters. The skills learned in Introduction to Negotiation Strategy, such as determining the most appropriate negotiation strategy and shifting from distributive bargaining to integrative bargaining, can be directly applied to the work of a Financial Advisor. This course can help Financial Advisors improve their negotiation skills, which can lead to improved client outcomes and a more successful financial planning practice.

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Project Manager

Project Managers are responsible for planning, executing, and closing projects. They work with stakeholders to define project scope, develop project plans, and manage project budgets. They often negotiate with vendors and contractors on behalf of their organizations. The skills learned in Introduction to Negotiation Strategy, such as choosing appropriate methods for creating win-win value and applying the principles of strategic negotiation, can be directly applied to the work of a Project Manager. This course can help Project Managers improve their negotiation skills, which can lead to improved project outcomes and stronger relationships with stakeholders.

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Sales Manager

Sales Managers oversee the sales operations of a company, including developing sales strategies, managing sales teams, and negotiating contracts with customers. The skills learned in Introduction to Negotiation Strategy, such as identifying appropriate anchoring topics and concessions, and creating win-win value by integration, can be directly applied to the work of a Sales Manager. This course can help Sales Managers improve their negotiation skills, which can lead to increased sales and improved customer relationships.

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Consultant

Consultants provide advice and expertise to organizations on a variety of topics, including business strategy, operations, and finance. They often negotiate contracts with clients and work with clients to implement their recommendations. The skills learned in Introduction to Negotiation Strategy, such as choosing appropriate methods for creating win-win value and applying the principles of strategic negotiation, can be directly applied to the work of a Consultant. This course can help Consultants improve their negotiation skills, which can lead to improved client relationships and a more successful consulting practice.

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Reading list

We've selected 21 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 Introduction to Negotiation Strategy.

Essentials of Negotiation

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Provides a comprehensive overview of negotiation theory and practice. It covers a wide range of topics, including the different types of negotiation, the negotiation process, and the role of emotions in negotiation. This book is an excellent resource for students and practitioners who want to learn more about negotiation.

Introduction to Negotiation Strategy

What you'll learn

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Activities

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