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Becoming a skillful negotiator is essential for all professionals. Learning to produce superior outcomes through negotiations is a learnable skill that can benefit individuals in any field. Negotiation is both a science and an art. The science is in the elements of the negotiation process, and the art is in how those elements are combined and emphasized to produce greater results.  In this course you will:

  • Assess the strengths and weaknesses of your existing negotiation style
  • Understand the phases and elements, and their roles in the negotiation process
  • Practice identifying the strategies and tactics that achieve desired outcomes
  • Understand how the roles, interests and positions are factored into the negotiation process
  • Learn the types, sources and uses of influence
  • Practice preparing for, and negotiating, a range of agreements with classmates
  • Understand where a collaborative (Win-Win) approach is effective, and when competitive   bargaining should be employed
  • Learn how to bargain, make smart concessions, and avoid common pitfalls

This course will provide 27 education hours. To receive Professional Development Units (PDU’s), submit your UCSD transcript to the Project Management Institute (PMI). 

Note: For questions about this course, please contact

Course Number: BUSA-40128
Credit: 3.00 unit(s)
Related Certificate Programs: Facilities ManagementProject ManagementSupply Management