Course Description

Negotiation is a skill that no one is born with. It is a social process that can be analyzed, understood, and modeled. Although people often think of boardrooms, suits, and million-dollar deals when they hear the word negotiation, the truth is that we negotiate all the time.

Through this course, students will be able to understand the basics of negotiations, the phases of negotiations, and the skills needed for successful negotiations.  In addition, we will introduce the concept of strategic influence which in business is the ability to convince others in your department or company to implement your ideas. It is also the ability to convince other departments in your company to adopt the suggestions of your department or to influence other companies to take actions favorable to your company. 

The most effective approaches to teaching negotiations integrate heightened self-awareness along with intellectual analysis, skill development, and critical self-evaluation. Students will develop strategies to set realistic but also optimistic goals and expectations, build positive relationships, adopt an inquisitive mindset to understand "the other’s" point-of-view and create leverage to maximize the value of outcomes.



Learner Outcomes

Upon successful completion of this course students will be able to:

  • Define negotiation and strategic influence
  • Understand how and why one strives for a “win-win” outcome
  • Recognize the importance of preparation and data-backed insights knowledge prior to negotiation and strategic influence efforts
  • Identify the ethics of negotiations and influence
  • Examine how trust, human behavior, and psychology play important roles in successful negotiations and how to distinguish common negotiation mistakes
  • Identify how gender and cultural differences can affect negotiations

Applies Towards the Following Certificates

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3:30PM to 5:50PM
Jan 10, 2023 to Mar 21, 2023
UCSB Campus
Kerr Hall
Room 2166B
Schedule and Location
Contact Hours
Delivery Options
Course Fee(s)
Course Fee credit (4 units) $620.00
Available for Credit
4 units
Section Notes

Steps to Enroll (link)

Class will run at the posted times via Zoom. Link to Zoom meeting room and additional course materials will be posted to the course page in Gauchospace.

Course Format:

This course consists of 24 in-class hours in addition to 12 hours of project-based learning to be completed outside of class. 

Project Parameters (outside of class):

Certain movies and TV shows capture the essence of negotiation.  Find 2 movies or TV show
episodes that depict negotiation scenarios and break it down to include negotiation imperatives such
as Integrative or Distributive Negotiation, BATNA (Best Alternative for a Negotiated Agreement),
utilizing the 'Pause Button', Active Listening, Non-verbal/Body Language and Closing the Negotiation. 
Analyze each negotiation scene by stopping and starting the video clip and entering your comments
within the video.

Textbook Information:

No textbook is required for this course. Assigned readings are posted for online access.

Refund Policy:

No refunds after 1/22/23

A minimum $40 non-refundable administrative fee per course is charged for all drops. See the full Drop Policy here.