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
Jun 27, 2024 to Sep 05, 2024
UCSB Campus
Kerr Hall
Room 2166B
Schedule and Location
Contact Hours
Delivery Options
Course Fee(s)
Course Fee credit (4 units) $685.00
Available for Credit
4 units
Section Notes

Steps to Enroll

How to Access Your Online Course on Canvas

Late Registrations Notice: 

Self-enrollment will be available until 11:59 PM PT of the second business day after the 1st class session (i.e. If the first class starts on Thursday, self-enrollment is open until the following Monday at 11:59 pm).  If you wish to enroll after that time, please contact PaCE Support at help@professional.ucsb.edu

Required Textbook(s):
Students are required to purchase the textbook(s) assigned by the instructor. The instructor will provide details to the class prior to the course start date.

No refunds after 07/07/24
A minimum $40 non-refundable administrative fee per course is charged for all drops. See the full Drop Policy here.