Negotiation

Certificate Program

This online Certificate in Negotiation program, offered by California State University, Long Beach (CSULB) in partnership with MindEdge, helps learners develop the skills and strategies needed to become a successful negotiator. 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.

This program is entirely online, in a self-paced instructor-facilitated format that allows learners to study at their own pace and on their own schedule. The curriculum balances academic excellence with real-world practice, featuring text, video, interactivity, adaptive learning technology, quiz banks, and other features not available in a traditional textbook.

Introduction to Negotiation

This course teaches the techniques for managing situations that 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 relationships and 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. Since power is a fundamental dynamic in negotiations, it is important for negotiators to have a basic understanding of ways they can exert and gain power in a discussion.

Negotiation: Making Business Deals

This course helps managers, executives, and other potential deal-makers learn the essential strategies and skills to conduct successful business negotiations. Students in this course will explore the fundamentals of deal-making with the help of games, videos, interactive exercises, case studies, and other engaging content.

Negotiation: Resolving Disputes

This course is designed to help managers and other decision-makers learn how to settle workplace and interpersonal disputes by the application of proven negotiating principles and strategies. Students in this module will explore the fundamentals of Dispute Settlement Negotiation.

  • Executives
  • Managers
  • Decision makers
  • Supervisors and team leaders
  • HR personnel
  • The five steps of the negotiation process
  • The most common causes of personal and workplace conflict
  • Insights on translating negotiation principles into real-world bargaining success
  • Case studies and self-assessments that will sharpen negotiating skills
  • The differences between principled negotiation, distributive negotiation, integrative negotiation, and mixed motive negotiation
  • How to apply the concepts of negotiation to two real-world scenarios
  • To distinguish between Dispute Settlement Negotiation (DSN) and Deal Making Negotiation (DMN)
  • The most common causes of personal and workplace conflict
  • The advantages and disadvantages of negotiation, compared to other methods of conflict resolution