Most popular programs
Trending now
Learn how to influence the outcome of a negotiation, understand ethical challenges, and explore the effect of differences.
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.
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.
