Interest-Based Negotiation

Becoming a skillful negotiator is essential for all professionals. Learning to produce superior outcomes through negotiations is a learnable skill that can benefit individuals in any field. Negotiation is both a science and an art. The science is in the elements of the negotiation process, and the art is in how those elements are combined and emphasized to produce greater results.  In this course you will:

• Assess the strengths and weaknesses of your existing negotiation style
• Understand the phases and elements, and their roles in the negotiation process
• Practice identifying the strategies and tactics that achieve desired outcomes
• Understand how the roles, interests and positions are factored into the negotiation process
• Learn the types, sources and uses of influence
• Practice preparing for, and negotiating, a range of agreements with classmates
• Understand where a collaborative (Win-Win) approach is effective, and when competitive   bargaining should be employed
• Learn how to bargain, make smart concessions, and avoid common pitfalls

This course will provide 27 education hours. To receive Professional Development Units (PDU’s), submit your UCSD transcript to the Project Management Institute (PMI). 

Note: For questions about this course, please contact ProjectManagement@ucsd.edu.

Course Number: BUSA-40128
Credit: 3.00 unit(s)
Related Certificate Programs: Facilities Management, Project Management, Supply Management

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4/10/2024 - 6/12/2024

$635

Online

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• SECTION ID:

  180782

• CLASS TYPE:

  Online Asynchronous.
  
  This course is entirely web-based and to be completed asynchronously between the published course start and end dates. Synchronous attendance is NOT required.
  You will have access to your online course on the published start date OR 1 business day after your enrollment is confirmed if you enroll on or after the published start date.

• INSTRUCTOR:
  

  Bettencourt, Anthony

  Anthony M. Bettencourt, Esq., is an associate attorney at Geary, Shea, O'Donnell, Grattan & Mitchell, P.C. His practice focuses on personal and business entity defense, and business development. Prior to joining the Geary Shea, Mr. Bettencourt practiced civil litigation, commercial cannabis activities, criminal defense, landlord-tenant disputes, and asset forfeiture. He also served as a Deputy District Attorney; taught Business Law for Managers at the University California, San Diego | Extension; and practiced as a plaintiff’s civil rights attorney. Mr. Bettencourt received his J.D. from the University of California, Davis. There, he was a member of the Moot Court Board, Staff Editor for the Business Law Journal, and was awarded a McArthur Scholarship. Mr. Bettencourt...Read More

• TEXTBOOKS:

  REQUIRED

  Getting to Yes: Negotiating Agreement Without Giving In 2011
  by Roger Fisher, et al.
  ISBN / ASIN: 1844131467

  You may purchase textbooks via the UC San Diego Bookstore.

• POLICIES:

  Early enrollment advised.
  No refunds after: 4/17/2024.
  

• NOTE:

  Two sessions to be held over Zoom. All other sessions will be asynchronous. Last day for enrollment: 04/16/2024.

• DATE & LOCATION:

  4/10/2024 - 6/12/2024
  extensioncanvas.ucsd.edu
  You will have access to your course materials on the published start date OR 1 business day after your enrollment is confirmed if you enroll on or after the published start date.