Course information

Registration Closes:
4 February 2020
Course Starts:
12 February 2020
6 weeks, excluding orientation
7 - 10 hours per week, entirely online
USD $1,500
Payment Options
University of California, Davis Graduate School of Management
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Negotiating can be an intimidating practice, even for the most seasoned professionals. Avoided for fear of conflict, negotiation is often overlooked as a critical skill in all areas of life. However, done strategically, negotiation can be key in achieving objectives and building relationships in business and beyond.

In this online short course, experts from UC Davis seek to shift how students approach negotiation towards integrative bargaining. Unlike traditional distributive bargaining, where parties are defined as winners or losers, integrative bargaining aims to achieve a beneficial outcome for all parties.

Through an engaging, highly collaborative online learning environment, this course will teach you how to navigate power, influence, leverage, culture and ethics in difficult circumstances at all levels in your career.

Whether you’re seeking to expand your professional development, drive influence in your job, are confronted with high-stake negotiations regularly, or have an upcoming negotiation you’d like to prepare for, this course will help you become more strategic in your approach.

Download course prospectus

What will set you apart

Earn a certificate from the UC Davis Graduate School of Management in this online course and be empowered to:

    • Determine the most appropriate negotiation strategy to employ in different scenarios

    • Choose appropriate methods for creating win-win value through integration

    • Differentiate between the roles that power, influence and leverage play in a negotiation

    • Negotiate with another party whose culture is different from your own

    • Develop a negotiation strategy for an upcoming professional or personal negotiation

Course curriculum

Develop a strategic approach to negotiation as you follow your learning path through the weekly modules of this online course:

  • Orientation module Welcome to your Online Campus
  • Module 1 Introduction to negotiation and distributive bargaining
  • Module 2 Deploying integrative bargaining and avoiding common mistakes
  • Module 3 Utilizing power and influence in negotiations
  • Module 4 Moves and turns: negotiating in difficult situations
  • Module 5 Individual and cross-cultural differences in negotiations
  • Module 6 Crafting a negotiation strategy

As part of our commitment to your professional development, GetSmarter offers you a two-week period to change your course start date or request your money back if you’re not fully satisfied.

Develop a Holistic Negotiation Strategy

This UC Davis Graduate School of Management online short course is delivered in collaboration with GetSmarter. Learn from industry thought leaders as you shift your understanding of negotiation and build your strategy around influence, ethics, and positive outcomes for all parties.

Your Course Convener

The design of this online course is guided by UC Davis faculty and industry experts who will share their experience and in-depth subject knowledge with you throughout the course

Jim Olsen

Jim Olson

Lecturer, Founder and CEO of WestShore Management Group

Guest Speakers

Alex Crown

Alex Crown

Project Development Manager at REC Solar

Russ Moroz

Russ Moroz

First Vice President, Investments at Marcus & Millichap

Sarah Feinberg

Sara Feinberg

Brand and Marketing Manager at St Michel North America & Donsuemor, Inc.

Earn a certificate from the UC Davis Graduate School of Management

Get recognized for your knowledge when you earn a certificate from the UC Davis Graduate School of Management – and use it to set yourself apart as a skilled and strategic negotiator.

Your certificate will be issued in your legal name and couriered to you, at no additional cost, upon successful completion of the course, as per the stipulated requirements. All certificate images are for illustrative purposes only and may be subject to change at the discretion of the University.


When do I start?

Our next available short course starts 12 February 2020.

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Enter your information below to view the course prospectus from GetSmarter.

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Still have a question? These may help


    You can either pay your tuition fees in full before the course starts, or you may opt for a two-part payment plan for courses nine weeks and shorter. For courses ten weeks or longer, there is a three-part payment plan available. To find out more on payment options please visit our Payment and Financing page.

    If you want to find out more about any of these options or you want to know which you qualify for please get in contact with a Course Consultant here.


    GetSmarter's learning model is designed to help you, as a working professional, improve your skills without compromising on work and family responsibilities. The course work is broken up into weekly, manageable bite-sized modules, with incremental deadlines, designed to help you pace yourself over the duration of the course and allow you the legroom to work when it suits you best.

    At the beginning of each week you'll be presented with all the lectures, notes and assignments necessary for completion. You also have access to your Success Manager who will help you set goals and track key milestones, manage your time, and field any administrative requests you might have.


    By improving your skills and industry knowledge, you'll be having an influence on the success of your organisation.

    Why wouldn't you ask your boss to help you fund your studies if it's going to have an impact on the way you do business?

    37% of our past students receive financial assistance from their employers. You can ask for help, too. Here is a guide to show you how to receive financial assistance from your employer.


    The Online Campus will be your virtual classroom for the duration of your course. Through its easy-to-use interface you'll have access to a diverse variety of course content formats, including: interactive video lectures, module notes, practice quizzes, Prezis, assignment briefs, and additional web resources.

    On the Online Campus, you'll also be able to ask questions and interact with your fellow students and Head Tutor through the Online Campus discussion forums. If you're experiencing tech issues or need advice from your personal Success Manager, you can use the Online Campus to get in touch.