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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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Enroll Now - Select a section to enroll in

Type
Class
Days
M
Time
2:00PM to 4:15PM
Dates
Jun 22, 2026 to Aug 31, 2026
Campus
UCSB Campus
Building
Kerr Hall
Room
Room 2166A
Schedule and Location
View Details
Contact Hours
36.0
Location
Delivery Options
In Class  
Course Fee(s)
Course Fee credit (4 units) $685.00
Potential Discount(s)
Available for Credit
4 units
Instructors

Section Notes

Steps to Enroll

Schedule:
Monday afternoon, 2:00p - 4:15pm
First day of course: Mon, June 22nd
Last day of course: Mon, August 31st

A recorded lecture will be posted by the instructor after class. Students are expected to fully review the weekly lecture and any supplemental materials provided in order to actively participate by the next week.

How to Access Your Online Course on Canvas

Late Registration Notice: 
Self-enrollment will be available until 11:59 PM PT the Day before the 2nd class session. 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 before the course start date.

No refunds after 7/5/26
A minimum $40 non-refundable administrative fee per course is charged for all drops. See the full Drop Policy here.

Type
Class
Days
M
Time
2:00PM to 4:15PM
Dates
Sep 28, 2026 to Dec 07, 2026
Campus
UCSB Campus
Building
Kerr Hall
Room
Room 2166A
Schedule and Location
View Details
Contact Hours
36.0
Location
Delivery Options
In Class  
Course Fee(s)
Course Fee credit (4 units) $685.00
Potential Discount(s)
Available for Credit
4 units
Instructors

Section Notes

Steps to Enroll

Schedule:

Monday afternoon, 2:00PM - 4:15PM
First day of course: Mon, Sept 28th
Last day of course: Mon, Dec 7th

Finals week: Mon, Dec 7th

A recorded lecture will be posted by the instructor after class. Students are expected to fully review the weekly lecture and any supplemental materials provided in order to actively participate by the next week. 

How to Access Your Online Course on Canvas

Late Registration Notice: 
Self-enrollment will be available until 11:59 PM PT the Day before the 2nd class session. 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 before the course start date.

No refunds after 10/11/26
A minimum $40 non-refundable administrative fee per course is charged for all drops. See the full Drop Policy here.