Negotiation
Through expert instruction, weekly hands-on exercises, case studies, and negotiation preparation, participants will learn how to:
Apply evidence-based negotiation strategies
Negotiate ethically and fairly
Read and manage emotions in the negotiation process
Build effective relationships grounded in mutual trust
Prepare thoroughly for real-world negotiation opportunities
Outcomes and Values
- Identify a real-world negotiation relevant to their business or professional goals
- Analyze the situation for negotiable elements and leverage points
- Complete a comprehensive negotiation preparation plan
- Develop a toolkit of strategies to use in negotiation meetings
- Gain confidence through thorough analysis and preparation
- Apply learned principles to future negotiations across their career
Program Structure
Format: 9 weeks | Weekly live sessions with hands-on exercises and applied negotiation preparation
Delivery: Virtual live sessions with recordings available for review
Certificate Received: Negotiation Certificate of Completion
Cost: $5,250*
*Tuition reimbursement is available for those who qualify
Program Pillars
Hands-On Learning
Weekly exercises, worksheets, and real-world case studies ensure participants apply theory to actionable strategies.
Expert Instruction
Led by Terri A. Scandura, Professor of Management at Miami Herbert Business School, providing guidance rooted in research and practice.
Real-World Application
Participants prepare for a live negotiation, analyze real opportunities, and receive feedback to refine strategies.
Action Planning
Participants leave with an actionable preparation plan for one negotiation that can be adapted to future scenarios.
Meet Your Faculty
Terri Scandura
Weekly Themes
- Importance of negotiation
- Key skills for effective negotiation
- What is negotiable (and what isn’t)
- Steps in the negotiation process
- Target, BATNA, Reservation Point
- Understanding the Bargaining Zone
- Analysis of issues
- Sources of power
- Situation analysis
- Focus on interests, not positions
- Separate the people from the problem
- Invent options for mutual gain
- Insist on objective criteria
- Why negotiation situations may lead to unethical behavior
- Ethically questionable behaviors
- Types of deception in negotiation
- Why emotions matter in negotiation
- Positive and negative emotions
- Strategies for leveraging emotions effectively
- Types of trust
- Relationship development in negotiation
- Building long-term, durable partnerships
- Identifying a negotiation opportunity
- Analyzing negotiable aspects
- Completing a preparation worksheet for an actual negotiation
- Present negotiation strategies to an expert panel
- Receive feedback to refine the worksheet
- Commit to executing the negotiation meeting within 30 days
Key Features
- Negotiation Course Certificate
- Hands-on exercises, worksheets, and real-world case studies
- Expert instruction and feedback from a Miami Herbert Business School faculty member
- Actionable negotiation preparation plan
- Peer collaboration and interactive learning environment
