Full course description
Course Overview
Negotiation is one of the most critical leadership skills in modern organizations, yet many professionals rely on intuition rather than structured approaches. In complex environments involving multiple stakeholders, long sales cycles, and high financial stakes, ineffective negotiation can result in lost value, weakened relationships, and suboptimal outcomes.
This program is designed to help leaders move beyond basic negotiation tactics and develop a strategic, repeatable approach to negotiation. Participants will learn how to prepare effectively, understand counterpart incentives, structure deals, and navigate complex dynamics with confidence. The program emphasizes real-world application, combining proven frameworks with practical exercises.
Designed for leaders responsible for sales, partnerships, procurement, or internal decision-making, this program equips participants with the tools to negotiate more effectively, capture more value, and build stronger long-term relationships.
Valuable Outcomes
Participants will leave equipped with the knowledge and tools to:
Apply structured negotiation frameworks to real-world situations
Prepare strategically and understand counterpart incentives
Manage multi-party and high-stakes negotiations
Improve value capture while maintaining relationships
Navigate difficult conversations with confidence
Course Dates
Weekly on Friday mornings 10:00 - 11:30 AM.
Starts August 14 and finishes September 18
.
Cancellation and Refund Policy
Cancellation requests must be submitted in writing at least seven days before the program start date to receive a full refund. No refunds are provided within seven days of the program start date, but participants may defer their enrollment to another session of the same program offered later.
Smith Executive Education Homepage | Contact us: rhsmith-execed@umd.edu