Building Negotiation Skills

A professional certificate program

Program Overview

We negotiate every day – with potential employers, vendors, customers, coworkers, landlords, phone and internet service providers, parents and even our kids.  Determining our salary, what price we pay for a product, or even who will do the dishes – all of those are negotiations. Even though we constantly negotiate, many of us know very little about the strategy and psychology behind effective negotiations.  

Negotiation is the art and science of securing agreement between two or more interdependent parties, who also want to maximize their own outcomes in the process. This workshop is experiential in nature. Using a series of exercises and simulations designed to capture a broad spectrum of situations that managers typically experience, the workshop will give you the opportunity to develop your negotiation skills in a low-risk learning environment as well as to learn more about yourself and about how others perceive you as a negotiator. The workshop discussion will be based on your experiences from the exercises as well as from scientific literature on negotiation and extensive experience of the professors.

Next Cohort: August 24–26, 2022

Business leaders who master the skill of win-win negotiations will see their career paths accelerate and will be able to create more value in their organization and in society at large. Not only will they build more cohesive teams and develop stronger alliances in their professional and personal networks, they will also achieve career milestones more rapidly, and will develop a strong reputation for creating win-win situations.

Dr. Vijaya Venkataramani & Dr. Rellie Derfler-Rozin Co-Directors, Building Negotiation Skills Workshop

Learning Objectives

The mission of this course is to:

  • Introduce executives and working professionals to key elements in preparing appropriately for different types of negotiation.
  • Practice with and understand how to apply negotiation concepts and frameworks to different negotiation contexts.
  • Gain an understanding of key concepts for creating a problem-solving atmosphere leading to win-win negotiations.

Program Schedule

Dates: Wednesday, August 24; Thursday, August 25; Friday, August 26, 2022

Times: 9 a.m. to 4:30 p.m. each day

Modality: 100% In-person

Location: Smith DC campus in the Ronald Reagan Building

Note: A photo ID is required to enter the building

Robert H. Smith School of Business Suite
Ronald Reagan Building & International Trade Center - Concourse Level
1300 Pennsylvania Avenue NW
Washington, D.C. 20004

  • Setting goals in negotiations
  • Thinking about your best alternative
  • Making (or not) the first offer
  • Making concessions
  • Getting commitment from others
  • Dealing with Final offers and ultimatums
  • Integrative vs. distributive negotiation
  • Understanding your preferences
  • Using contingencies in negotiations
  • Developing an atmosphere for problem solving
  • The notion of Pareto efficiency
  • Interpersonal dynamics in negotiations
  • Gender and Negotiations
  • Ethics in negotiations
  • Using Agents negotiations
  • Multi-party negotiations

Who Should Take This Program

This program is designed for professionals at all levels who want to learn how to negotiate more effectively – whether it’s product pricing, partnership agreements or the next job offer.

Individuals who want to be ready to “think on their feet” when the next situation arises to negotiate will find this program well suited to their needs.

There are no prerequisites for the course.

Information Sessions

Information Session

Monday, August 1, 2022
Noon to 12:30 p.m.

Register to attend
Information Session

Friday, August 12, 2022
11:30 a.m. to Noon

Register to attend

Registration

Register for the program

Course Dates: August 24, 2022 to August 26, 2022

Registration Deadline: August 19, 2022

What do you receive for completing this program?

  • Professional digital certificate from the University of Maryland
  • Credly© digital badge
  • 1.8 UMD CEUs

Program Fee: $2,500

Available Discounts

  • Current UMD-College Park students
  • University of Maryland System School Alumni
  • Federal Employees, Active Military & Veterans

Please contact us at rhsmith-execed@umd.edu for more information!

Faculty Experts

Rellie Derfler-Rozin

Rellie Derfler-Rozin

Associate Professor
Vijaya Venkataramani

Vijaya Venkataramani

Associate Professor
Back to Top