Course Overview

This program is offered through the UNM School of Public Administration.

This course introduces students to the theory and practice of negotiation. The ability to negotiate effectively depends on a combination of analytical and interpersonal skills.

Analysis is important because negotiators cannot develop promising tactics without a deep understanding of the context and structure of the situation, the interests of the other parties, the opportunities and barriers to creating and claiming value on a sustainable basis, and the range of possible moves and countermoves both at and away from the bargaining table. Interpersonal skills are important because negotiation is eventually a process of communication, relationship and trust-building and mutual persuasion.

Through participation in negotiation exercises and role-plays, you will practice your powers of communication and persuasion; you will experiment with a variety of negotiation tactics and strategies and will have the opportunity to apply the lessons learned to ongoing, real-world negotiations principally in the public and nonprofit sectors.

The negotiation exercises draw from a wide variety of contexts and their aim is to provide concepts and tools that apply to all types of negotiations, ranging from domestic labor disputes to international environmental and security problems principally in the public and nonprofit sectors.

These exercises will expose you to situations that involve a shifting mix of cooperation and competition as well as important ethical choices. Hopefully, you will learn a great deal about yourself as a negotiator and will develop the tools and vocabulary prerequisite to become an effective negotiator.

What You'll Learn

  • Explain fundamental negotiation concepts
  • Understand the differences between distributive bargaining and integrative negotiation
  • How to demonstrate their knowledge of negotiation concepts by participating in negotiation simulations
  • Explore your conflict styles; your communication competence; your cultural intelligence and your ethical orientation
  • Ability to analyze real-life negotiation cases
  • Improve your interpersonal skills and negotiation effectiveness through role-plays and simulations
  • Develop a set tool that will help you better analyze conflict situations and prepare more effectively for future negotiations in which you may be involved with
  • Practice your power of communication and persuasion and to experiment with a variety of negotiation tactics and strategies

Who Should Attend

The course is designed for professionals in the public and nonprofit sectors who wish to improve their understanding of negotiation tactics, conflict resolution strategies and how to deal with difficult people in the workplace.

Additional Information

Must attend 75% of course to receive Certificate of Completion.

This program is offered through the UNM School of Public Administration.

Thank you for your interest in this course. This course is not currently open for enrollment. Please complete a Course Inquiry so that we may promptly notify you when enrollment opens.

UNM Tuition Remission

UNM Staff, Faculty, and Retirees: This course is Tuition Remission eligible under Professional Development. For more information, visit the UNM Tuition Remission information page.

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