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Building Negotiation Skills is a Course

Building Negotiation Skills

Time limit: 3 days
1.8 CEUs

$2,000 Enroll

Full course description


Registration Deadline: October 31, 2022
Course Dates:  November 2-4, 2022
Course Times: 9 AM - 4:30 PM ET
Modality:  100% in-person
Audience: Professionals at all levels/ Open to the public


We negotiate every day – with potential employers, vendors, customers, coworkers, landlords, phone and internet service providers, parents and even our kids.  Determining our salary, what price we pay for a product, or even who will do the dishes – all of those are negotiations. Even though we constantly negotiate, many of us know very little about the strategy and psychology behind effective negotiations.   


Negotiation is the art and science of securing agreement between two or more interdependent parties, who also want to maximize their own outcomes in the process. This workshop is experiential in nature. Using a series of exercises and simulations designed to capture a broad spectrum of situations that managers typically experience, the workshop will give you the opportunity to develop your negotiation skills in a low-risk learning environment as well as to learn more about yourself and about how others perceive you as a negotiator. The workshop discussion will be based on your experiences from the exercises as well as from scientific literature on negotiation and extensive experience of the professors. 

Meet the Instructors

Rellie Derfler-Rozin is an Associate Professor of Management & Organization at the Robert H. Smith School of Business at the University of Maryland. She received her PhD in Organizational Behavior from London Business School. She has conducted research on negotiations and has extensive teaching experience in the area of negotiation. In her research, she studies how psychological theories can be applied to solve critical organizational challenges (e.g., how organizations should design their selection practices or structure employees' jobs).


Vijaya Venkataramani is a Professor of Management & Organization at the Robert H. Smith School of Business at the University of Maryland. She has been teaching creative problem-solving in Negotiations for several years. She has done extensive research on how informal social relationships and social networks at the workplace enable employees to thrive at the workplace. She has received her Ph.D. in organizational behavior and human resources from Purdue University. Prior to her doctoral studies, she worked as a human resources manager. 

Learn More

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Course Notice: Non-credit courses and Continuing Education Units (CEUs) do not post to the University of Maryland transcript and do not count towards a student's academic record. Neither grade nor credit is earned. Non-credit students do not receive a University ID card nor access to University facilities such as recreation, transportation, and campus events. Non-credit students may access UMD Libraries as Visitors; see