Interest-Based Negotiation
BUSA-40128
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).
Course Information
Course sessions
Section ID:
Class type:
This course is entirely web-based and to be completed asynchronously between the published course start and end dates. Synchronous attendance is NOT required.
You will have access to your online course on the published start date OR 1 business day after your enrollment is confirmed if you enroll on or after the published start date.
Textbooks:
Getting to Yes: Negotiating Agreement Without Giving In 2011
by Roger Fisher, et al.
ISBN / ASIN: 1844131467
You may purchase textbooks via the UC San Diego Bookstore.
Policies:
- Early enrollment advised
- No refunds after: 1/28/2025
Schedule:
Instructor:
Anthony Bettencourt, J.D.
Senior Associate, Law Offices of Michael E. Cindrich
Anthony M. Bettencourt, Esq., is an associate attorney at Geary, Shea, O'Donnell, Grattan & Mitchell, P.C. His practice focuses on personal and business entity defense, and business development. Prior to joining the Geary Shea, Mr. Bettencourt practiced civil litigation, commercial cannabis activities, criminal defense, landlord-tenant disputes, and asset forfeiture. He also served as a Deputy District Attorney; taught Business Law for Managers at the University California, San Diego | Extension; and practiced as a plaintiff’s civil rights attorney.
Mr. Bettencourt received his J.D. from the University of California, Davis. There, he was a member of the Moot Court Board, Staff Editor for the Business Law Journal, and was awarded a McArthur Scholarship. Mr. Bettencourt interned for the Shasta County District Attorney’s Office and externed for Chief Judge Randal J. Newsom of the U.S. Bankruptcy Court, Northern District of California. Mr. Bettencourt received his B.A. from the University of California, Santa Barbara. He is recognized by the National Trial Lawyers as a Top 40 Under 40 attorney. In his free time Mr. Bettencourt enjoys hiking, being with family, and snowboarding or wakeboarding.
Professional Affiliations and Admissions
State Bar of California
U.S. District Court for the Central, Eastern, and Southern Districts of California
U.S. District Court for the Districts of Nebraska and New Mexico
U.S. Court of Appeal, 9th Circuit
National Trial Lawyers, Top 40 Under 40
Sonoma County Bar Association
