The Art of Negotiation

The Art of Negotiation Certificate

University of California, Irvine – The Art of Negotiation

About this course

The art of negotiation is applied daily in the lives of employees at all levels and in any position. Participants explore how current approaches to negotiation strategy and tactics are used, what negotiation entails, the types of negotiation relationships that exist, from hard negotiation to win-win to full and personal partnership. The course explores the personal and behavioral characteristics of an effective negotiator. Participants discuss how empowerment, power, and authority affect the negotiation process and outcome. Topics include how important it is to plan and prepare for a negotiation session.

At the end of the course, you will be able to:
1. Know the nature of the negotiation and how it differs from a sale.
2. Become familiar with the basic principles of negotiation and the obstacles to effective negotiation.
3. Explain the role of power and how to deal with it in negotiations.
4. Explain the role of power in negotiations and how to address power inequalities.
5. Explain the positive and negative impact of empowerment.
6. Explore the different “positions” or styles of negotiation that negotiators can adopt.
7. Demonstrate the factors that influence the style of negotiation you use.
8. Describe the personal and behavioral characteristics of an effective negotiator.
9. Show your understanding of emotional intelligence and its impact on the effectiveness of a negotiator.
10. Assess your values ​​and personal style and how they affect the negotiation process.
11. Learn about the critical importance of planning and preparation in the negotiation process.


  • Understand how negotiation differs from selling

  • Identify common negotiation styles

  • Describe the personal and behavioral characteristics of an effective negotiator

  • Assess your personal style and how it affects the negotiation process

University of California, Irvine

Boris Kisov


Innovation, IT & Management

10+ years of initiating and delivering sustained results and effective change for companies across a wide range of industries including
innovation, enterprise software, digital marketing, start-ups, advertising technology, e-commerce and government.