Too often, business leaders approach the negotiating table as a battleground—a place to convince the competition that their needs are the most important. Such antagonistic perspectives, often rooted in fear, undermine the potential of negotiation as an opportunity for collaboration and deepened relationships. This is the true heart of all successful negotiations, and only professionals who shift their focus from conflict to consensus realize consistently valuable gains.
Abandon persuasion and strong-arm tactics and adopt the habits of world-class negotiators.
Negotiating Success: A Learning Laboratory will give you the hands-on experience to navigate cooperative and competitive negotiations so you can increase your influence, build positive relationships and secure the best possible outcomes for your organization.
Actionable intelligence meets personal development to revolutionize the way you approach negotiation. In this course, you'll analyze case studies to identify the components of effective negotiation and learn which techniques determine consistent success. During small group discussions, you'll strategize around concepts of value creation and what it means to land a good deal. During a transmission of a live negotiation, you'll study non-verbal cues that dictate performance, and you'll discover the hallmarks of your own style in a face-to-face, in-class negotiation. Debriefs led by experts in bargaining, negotiating and management communications will sharpen your ability to enhance current strengths and seize opportunities for personal improvement across a variety of negotiations and collaborative environments.
You'll walk away from
Negotiating Success: A Learning Laboratory with:
Ethyl Corporation Professor Emeritus of Business Administration
Before Frey - one of Darden's foremost experts in negotiation - retired from full-time teaching in 2010, MBA students scrambled to sign up for his popular course "Bargaining and Negotiating." Since coming to Darden in 1979, he has won multiple awards for his mentoring, teaching and leadership. A private consultant to companies, government agencies and other types of organizations for more than 40 years, Frey's previous appointments were at Harvard Business School (teaching) and the U.S. Department of Defense (consulting). He holds a Ph.D. in operations research and is the co-author of two casebooks (on quantitative analysis and methods) as well as numerous articles and book chapters.
Senior Lecturer in Business Administration
Modica brings extensive global experience to his negotiation and management communication teaching. He previously taught in Hawaii and Washington as well as abroad in Japan. Besides lecturing, his background includes market research assistance and consulting for banks in Seattle and Japan, respectively. At Darden, he is very involved in the Global MBA for Executives (GEMBA) program, with leadership in the India residency and Global Business Experience elective in Brazil. He has also co-directed the School's Leadership Education and Development (LEAD) program - part of a nationwide program that assists minorities pursuing careers in business and other fields.
Darden School of Business
As a participant, you'll stay in a private room at the
Inn at Darden, our highly rated hotel adjacent to the classroom buildings and dining center. Accommodations are included in your tuition.
$7,750 covers materials, meals and accommodations at the
Inn at Darden.
By taking this course, you will earn one week of credit toward a
Certificate of Specialization.
Darden Executive Education is provided by the University of Virginia Darden School Foundation.
University of Virginia Darden School Foundation
Darden Executive Education
P.O. Box 7186
Charlottesville, Virginia 22906-7186 USA