Master proven strategies to negotiate effectively, ethically, and confidently in any setting.
Negotiation is an integral part of our daily life. Whether you are seeking project resources, deciding on a new hire’s salary, or inking a high-stakes deal for your company, your success depends on your skills as a negotiator.
In this foundational course, you will gain insight into the psyche of an effective negotiator and learn to steer clear of the most common pitfalls in deal-making. You'll practice each stage of a business negotiation, from initial planning to the final handshake and memorandum of agreement. We’ll discuss 10 negotiation principles, including how to use the four basic forces in every business negotiation: power, information, timing, and approach. The Negotiation Matrix, developed by Roy Lewicki and Alexander Hiam, is used to shift from ineffective negotiating strategies and tactics to more cooperative and mutually beneficial approaches. Through group exercises, you will learn how to execute proven tactics, refine your personal negotiating style, and improve your ability to make a deal successfully and ethically in any situation. Along the way, you will gain new appreciation for how negotiating skills can help you overcome a wide range of challenges—at work and beyond.
This course, which is designed for anyone who wants to enhance negotiation skills and work more productively with customers, colleagues, partners, and vendors. No prior training in negotiation is required.
8/19/2025: Schedule and instructor change. Please review full schedule for details.
This class meets in real time in a classroom and via a remote learning platform via Zoom. Students may choose their preferred method of instruction-an in-person classroom setting or a remote format. Students are expected to attend and participate in the course, either in-person or remotely, during the days and time that are specified on the course schedule. Students who choose to attend remotely, will log into the course via Canvas at the start time of scheduled meetings and participate for the duration of each scheduled class meeting. Just like a traditional in-person class meeting, you are expected to attend and participate in the discussion. Students are also strongly encouraged to have their cameras on to get the most out of the remote learning experience.
Students attending the class in-person are expected to bring a laptop / tablet to each class meeting.
To see all meeting dates, click "Full Schedule" below.
Electronic Course Materials: You will be granted access in Canvas to your course site and course materials approximately 24 hours prior to the published start date of the course.
