Negotiating Success: A Learning Laboratory

Negotiating Success: A Learning Laboratory

In-Person Program

Negotiating Success: A Learning Laboratory

Conduct and win negotiations that leave both sides satisfied. In this program, you'll practice live, face-to-face negotiations and learn strategies that apply in both personal and professional situations.


Embrace the habits of word-class negotiators to increase your influence, build positive relationships and secure the best possible outcomes for your organization.

  • Satisfy conflicting agendas by creating value for all parties.
  • Navigate both cooperative and competitive negotiations.
  • Assess different types of negotiations for key issues, stakeholder needs and other complexities.
  • Determine which components are essential for an effective negotiation.

Intended For

Team Leader, Senior Management


Management Competencies


Washington, D.C., Area




4 days

Program Overview

Engage in exercises and small-group discussions designed to help you:

  • Identify the components of effective negotiation and learn which techniques determine consistent success.
  • Take part in face-to-face in-class negotiations with fellow participants to build your comfort and confidence.
  • Watch a live negotiation to study non-verbal cues that affect performance.
  • Discover how others perceive you during individual and team negotiations and how to improve and capitalize on your personal style.

Outcomes & Impact

  • Prepare and use predetermined walkaways, goals and specific strategies to yield high value outcomes.
  • Apply new insights beyond the negotiating table personally and professionally.
  • Build positive and sustainable relationships internally and externally.


The Negotiating Success program counts as one credit toward a Certificate in Management. Complete this program and earn three additional credits in a four-year period to earn your certificate.


This program is designed for managers, from novice to experienced, entrepreneurial founders, service professionals and partners of service organizations. It is appropriate for professionals from firms of any size or industry.

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Marc Modica

Marc W. Modica

Senior Lecturer in Business Administration

Mario Moussa

President, Moussa Consulting


UVA Darden DC Metro 
1100 Wilson Boulevard  
Arlington, Virginia 

Please note that accommodations are not included in the program fee. Recommended accommodations include:

Hyatt Centric Arlington
1325 Wilson Boulevard, Arlington, Virginia, 22209  
Tel: +1 703 525 1234  

Le Méridien Arlington
1121 North 19th Street, Arlington, VA 22209  
Telephone: +1-703-351-9170  

Marriott Key Bridge
1401 Lee Highway, Arlington, VA 22209  
Telephone: +1-703-524-6400  

Holiday Inn Rosslyn at Key Bridge
1900 North Fort Myer Drive, Arlington, VA 22209  
Telephone: +1-703-807-2000

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Darden Executive Education is provided by the University of Virginia
Darden School Foundation.