UC DAVIS GRADUATE SCHOOL OF MANAGEMENT

STRATEGIC NEGOTIATIONS
ONLINE SHORT COURSE

Become a strategic negotiator, in professional and personal contexts.

Duration

6 weeks, excluding
orientation

Effort

7–10 hours per week,
entirely online

Learning Format

Weekly modules,
flexible learning

THIS COURSE IS FOR YOU IF:

  • You have always felt like preparing for a negotiation was near impossible and that this is preventing you from reaching optimal outcomes in your professional and personal life

  • You are ready to learn from one of UC Davis’ most celebrated lecturers, negotiation expert, and famed founder of Westshore Management Group – Jim Olson

  • You want to learn and practice the finer points of negotiation strategies with a network of like-minded professionals from Northern California and beyond

  • You are an entrepreneur or professional in any industry, that handles complex agreements with a variety of parties

 

NEGOTIATION SKILLS ARE IN DEMAND

The World Economic Forum, in the Future of Work Report, lists negotiation as one of the top 10 skills you will need in 2020. In the state of California, between June 2018 to July 2019 there have been over 48,000 job postings that list negotiation skills as a key requirement. According to Burning Glass data retrieved on 10 October 2019, this is a 65 percent increase in demand year-on-year.

In Northern California alone, there were nearly 15,000 job postings total between July 2018 to June 2019. A third of these jobs (4,790) were for management-level positions, and one quarter of postings are for sales-related positions (3,598), according to Burning Glass.

No matter your industry or level of employment, negotiation is an increasingly important skill in the workplace. This online short course from UC Davis can help you strengthen your position in any negotiation.

COURSE OUTLINE

Over the duration of this online short course, you’ll work your way through the following modules:

MODULE 1: INTRODUCTION TO NEGOTIATION AND DISTRIBUTIVE BARGAINING
Discover what makes a negotiation successful and learn the fundamentals of distributive bargaining.

MODULE 2: DEPLOYING INTEGRATIVE BARGAINING AND AVOIDING COMMON MISTAKES
Learn why, and how, to move from distributive bargaining to integrative bargaining in a negotiation.

MODULE 3: UTILIZING POWER AND INFLUENCE IN NEGOTIATIONS
Find out how to use power, influence and leverage to constructively impact the outcome of a negotiation.

MODULE 4: MOVES AND TURNS: NEGOTIATING IN DIFFICULT SITUATIONS
Explore ethical challenges in negotiation and practice using ‘turns’ as responses to ‘moves’ in tough negotiations.

MODULE 5: INDIVIDUAL AND CROSS-CULTURAL DIFFERENCES IN NEGOTIATIONS
Practice negotiating with a party whose culture may be very different from your own.

MODULE 6: CRAFTING A NEGOTIATION STRATEGY
Apply strategic negotiation principles in a real-world case, or an upcoming negotiation in your life.

YOU’LL WALK AWAY WITH:

1

The ability to use communication skills and integrative bargaining techniques to negotiate more successfully.

2

A strategic understanding of how to use power, influence, and leverage to steer a negotiation towards mutually beneficial outcomes.

3

Practical live negotiation experience through weekly interactive, live negotiations with your peers on this online course.

4

Knowledge to craft a negotiation strategy that aligns to ethical and mutually beneficial outcomes in professional and personal negotiations.

Jim Olson

Lecturer, Founder, and CEO of Westshore Management Group

Jim Olson has served as the Robert A. Fox Executive-in-Residence at the UC Davis Graduate School of Management, where he teaches Negotiations, Teams and Technology, and Technology Management. In 2016, Olson was voted the UC Davis Graduate School of Management Teacher of the Year. He is also an accomplished motivational speaker and author.

In his business career, Olson founded the WestShore Management Group in April 2007. WestShore Management Group provides interim CEO, corporate consulting, and executive development services for both public, and private, venture-financed companies. He’s led several high technology businesses within Fortune 500 companies, and for nine years served as CEO of SkyStream Networks, the top-rated Internet Protocol television (IPTV) video head-end provider.

AN ONLINE EDUCATION THAT SETS YOU APART

This UC Davis online short course is delivered in collaboration with online education provider, GetSmarter. Join a growing community of global professionals who have already benefited from the opportunity to:

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Gain verifiable and relevant competencies and earn invaluable recognition from an international selection of universities, entirely online and in your own time

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Enjoy a personalized, people-mediated online learning experience created to make you feel supported at every step

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Experience a flexible but structured approach to online education as you plan your learning around your life to meet weekly milestones

VIEW COURSE BROCHURE

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