Certificate in Negotiation

The fundamental concepts of negotiation are addressed, as well as the application of these concepts to the specific areas of Deal Making Negotiation and Dispute Settlement Negotiation.

Video commentary provides learners with practical insights on translating the principles of negotiation into real-world bargaining success. Each 3- to 4-hour, self-paced course offers an assortment of interactive exercises, videos, readings, case studies, and self-assessments that will keep learners engaged as they sharpen their negotiating skills.

Individual courses offered in this certificate program are listed at the bottom of the page.


Anyone interested in improving their negotiation skills to improve favorable business or social outcomes.

Note: PEWD program participants should be 18 years or older.

No prerequisites required.

  • ★ Expert Supported
  • ★ Accessible
  • ★ Games & Flashcards
  • ★ Real-world case studies
  • ★ Mobile-friendly
  • ★ Badge and credit-awarding
  • ★ Video content
  • ★ Audio-enabled in-app

This course has an "Ask the Expert" feature, which submits your questions directly to an expert in the field you are studying. Questions are answered as quickly as possible and usually within 24 hours.

Learners must achieve an average test score of at least 70% to meet the minimum successful completion requirement and qualify to receive IACET CEU credit. Learners will have three attempts at all graded assessments.

Courses Included in this Suite:

We all negotiate every day. And even though negotiations are an integral part of our lives, techniques for managing these situations are not instinctive; they must be learned. Experienced negotiators make a conscious decision about what type of negotiation strategy to use based on a number of factors such as the importance of the relationship and the importance of what is at stake. Understanding key concepts such as the "best alternative to no agreement", reservation price, and the "zone of possible agreement" can help you conduct a successful negotiation. And since power is a fundamental dynamic in negotiations, it is important for negotiators to have a basic understanding of ways they can exert and also gain power in a discussion. This course should be an essential part of any basic business and management training.

Learning Outcomes:
• Define what negotiation is
• Explain the differences between principled negotiation, distributive negotiation, integrative negotiation and mixed motive negotiation
• Discuss what BATNA is and why it is important within the context of a negotiation
• Describe the concepts of reservation price and ZOPA, as well as how they relate to one another in a negotiation
• Describe the steps that should be taken to plan for a negotiation
• Explain the ways that power can be used in a negotiation, and how power can be gained from different sources
• Identify different behaviors which can pose challenges to a negotiation and may cause impasses
• Apply the concepts of negotiation to two real-world scenarios

This course is designed to help managers and other decision-makers learn to settle workplace and interpersonal disputes by the application of proven negotiating principles and strategies. Learners in this course will explore the fundamentals of Dispute Settlement Negotiation with the help of games, videos, interactive exercises, case studies, and other engaging content.
The course begins by comparing and contrasting the two major types of negotiation: Dispute Settlement Negotiation (DSN) and Deal Making Negotiation (DMN). Key topics converged in the course include the causes of conflict; different styles of conflict management; how to conduct a conflict diagnosis; the uses of a strategy and interest assessment; and methods for avoiding stalemate and achieving a cooperative resolution.
Case studies that simulate real-world conflict-resolution negotiations are incorporated, to illustrate the practical application of the principles and strategies covered in the course.

Learning Outcomes:
• Distinguish between Dispute Settlement Negotiation (DSN) and Deal Making Negotiation (DMN)
• Articulate the advantages and disadvantages of negotiation, compared to other methods of conflict resolution
• Explain the importance of BATNA in Dispute Settlement Negotiation
• Describe the most common causes of personal and workplace conflict
• Explain the steps involved in conflict diagnosis
• Describe the five conflict management styles identified by the Thomas-Kilmann Conflict Mode Instrument (TKI)
• Identify the main impediments to achieving a cooperative resolution, and explain how best to circumvent them
• Describe how to develop a strategy and interest assessment
• Explain the importance of active listening in the context of negotiation
• Define ZOPA, and explain its importance in Dispute Settlement Negotiation
• Explain how the ability to identify different negotiating currencies can help negotiators break a stalemate
• Distinguish between "sacred" and "pseudo-sacred" values
• Apply the principles of Dispute Settlement Negotiation to real-world examples

This course is designed to help executives and other potential deal-makers learn the essential strategies and skills to conducting successful business negotiations. Learners in this course will explore the fundamentals of deal making with the help of games, videos, interactive exercises, case studies, and other engaging content. The course begins by comparing and contrasting the two major types of negotiation—Dispute Settlement Negotiation (DSN) and Deal Making Negotiation (DMN)—and exploring the difference between negotiation and bargaining. Key topics covered in the course include the stages of the negotiation process; the importance of preparation and realistic goal-setting; the five basic approaches to negotiation; when to make (and when to avoid) commitments; the relative importance of relationships and outcomes; the decision to walk away from a negotiation; and the unique challenges posed by multiparty, international, and cross-cultural negotiations.

Learning Outcomes:
• Distinguish between Dispute Settlement Negotiation (DSN) and Deal Making Negotiation (DMN)
• Explain the importance of BATNA in Deal Making Negotiation
• Describe the relationship between bargaining and negotiation
• Distinguish between interests and positions, and describe the importance of each
• Explain the five steps of the negotiation process
• Identify the types of information that should be assembled prior to negotiation
• Describe the five principal approaches to negotiation
• Identify the two types of commitments, and explain how they affect negotiating flexibility
• Explain the importance of the opening position
• Describe Leigh Thompson's mental models of negotiation
• Explain the importance of active listening in the context of Deal Making Negotiation
• Identify the challenges posed by multiparty negotiations, and describe strategies for meeting those challenges
• Describe the circumstances under which a negotiator should call for a timeout, and when she should walk away from a negotiation
• Explain the additional preparations needed before undertaking international or cross-cultural negotiations
• Apply the principles of Deal Making Negotiation to real-world examples

Online Suite Information

PDUs/Contact Hours:
7 | CEUs: 1

10 hours

Access Time:
270 Days

Program Modality:
Online Self-Paced


Suite Cost:
$ 199

Students requiring accommodation should contact our office pewd@utrgv.edu to learn about the process.


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