Course Description

Negotiation is a skill that no one is born with. It is a social process that can be analyzed, understood, and modelled. 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, adapt 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 for 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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6:00PM to 8:20PM
Mar 30, 2021 to Jun 08, 2021
Web-based Instruction
Schedule and Location
Contact Hours
  • Web-based Instruction
Delivery Options
Course Fee(s)
Course Fee credit (4 units) $600.00
Available for Credit
4 units
Section Notes

How to Access Your Online Course:


One business day after enrollment but no sooner than 2 weeks before the beginning of the course, you will receive an email with detailed instructions on how to access your online course. You don’t need to take any action until you receive that email. Please note that you will not be able to access your online course until all the steps highlighted in that email are complete.

Required Textbook(s):
No textbook is required for this course. Assigned readings are posted for online access.

No refunds after 4/12/21