Executive Education

Negotiating Success: A Learning Laboratory

Successful leaders integrate negotiating skills across every aspect of their daily functions – employing powerful strategies that increase their influence, improve their relationships and enhance their effectiveness. The format of this program takes a cue from faculty leader and renowned negotiation expert Sherwood Frey, who has said, "Negotiating is an art that can be developed best by doing."

Program Overview

Negotiating Success: A Learning Laboratory helps novice and experienced managers become better negotiators. The program creates an intensive learning laboratory of actual face-to-face negotiations that enables participants to develop and enhance their skills. These negotiations are then followed by in-depth debriefs, where the experiences are explored and analyzed to build best practices, insights and conceptual frameworks shared by successful negotiators worldwide.

Using a broad range of studies of typical business situations faced by operating managers and other professionals, this program helps participants:

  • Improve business outcomes (including developing core skills to assess a negotiation and develop and execute a negotiation strategy)
  • Learn negotiating principles
  • Know their own personal negotiating and collaboration styles (and their varying effectiveness)


"[Negotiating Success: A Learning Laboratory] taught not only specific skills to greatly enhance my negotiation abilities, but enhanced other life skills critical to future success."
Diane Miller
Director, Cybersecurity
Northrop Grumman Corporation

"This was an excellent course; the notion of creating value rather than just claiming value will definitely pay dividends to my corporation in the future."
Will Jeffers
Vice President of Procurement

"The Negotiating Success course at Darden was interactive, challenging, thought-provoking and entertaining."
DeBora R. Daniel
Chief, Administrative Services Division
Army Management Staff College


Professionals who want to improve their negotiating skills and expand their influence both within and outside their organizations should attend this program. The course is appropriate for executives from firms of any size and any industry. Attendees may be experienced executives or new to management roles.

Sample Participant Titles:

  • Directors (all levels)
  • Founders of entrepreneurial ventures
  • Global corporate executives
  • Individuals who oversee and/or conduct business negotiations
  • Line managers and staff specialists
  • Marketing and sales executives
  • Operations and finance managers
  • Service professionals and partners of service organizations
  • Vice presidents

Organizations Recently Attending:


Arkema Inc.
Bank of America
Bank of America Merrill Lynch
Brassol Brasilia Alimentos e Sorvetes
Deloitte Consulting
Department of the Army
Discovery Communications Inc.
Ferguson Enterprises Inc.
Forest Laboratories Inc.
Intel Corp.
Jabil Circuit Inc.
MP Air Inc.
National Pension Commission (Nigeria)
National Reconnaissance Office
National Science Foundation
Northrop Grumman Corp.
Potash Corporation of Saskatchewan Inc.
Reynolds American Inc.
Sewell Automotive Cos.
Textron Inc.
U.S. Army
U.S. Department of Defense
Voith Hydro Inc.
Ward Manufacturing LLC
Wintergreen Resort



Darden Executive Education Professor Sherwood Frey

Sherwood C. Frey Jr. - Faculty Leader

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.

Faculty Bio Page

Darden Professor Marc Modica

Marc W. Modica

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.

Faculty Bio Page

Complete faculty information

Key Takeaways

Participants will develop:

  • A thorough understanding of the components of effective negotiating
  • A deep appreciation of personal negotiating styles and their varying effectiveness in different situations
  • Strategies for improving relationships and negotiation effectiveness - both at and away from the table
  • Skills to analyze and structure negotiating situations


  • Conceptual Structures of Competitive and Cooperative Negotiations
  • Mechanisms for Identifying and Creating Value
  • Strategies for Ensuring a Good Deal
  • The Role and Components of Effective Preparation and Analysis
  • The Use of Value-Creating Alternatives to Achieve One's Own Self-Interest
  • The Value of Information, Goals, Opening Discussions and Predetermined Walkaways


  • Negotiations: Participants will actively engage in individual and team negotiations. The combination of these negotiation styles, group work and individual feedback presents increased opportunities for identifying strengths and weaknesses.
  • Audiovisual/Live Negotiation: A segment of the course is devoted to a live negotiation, transmitted into the classroom.
  • Debriefs: In-depth exploration and analysis follow the negotiations laboratory. These discussions help participants build best practices, insights and conceptual frameworks that can be immediately applied upon their return to work.


  • Day one kickoff reception and dinner
  • Daily sessions and meals at the Darden School
  • Evenings spent in group discussion and/or individual preparation
  • Final day session and lunch

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  • Course Information

    28 September - 2 October 2015

    Image for EE Register Here
    $7,750 covers materials, meals and accommodations at the Inn at Darden.

    Managers who want to improve their negotiating skills and expand their influence

    Gain one week of credit toward a Certificate of Specialization

    Darden School of Business
    Charlottesville, Virginia

    Additional Information:
    +1-434-924-3000 or contact the program director