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  • Berkeley Global

Business Negotiating

BUS ADM X451.3

40301
Delivery Options Online

Don't get mad. Don't get even. Get what you want. Learn the practical and positive strategies and tactics needed to influence others and reach long-lasting, profitable agreements. In this highly interactive course, you learn successful negotiation skills through roleplay and real-world case studies. You gain the knowledge and experience to handle difficult conversations, communicate with people from different cultures, uncover hidden value, discover optimal job interview techniques and negotiate salary. Learn techniques to overcome obstacles that prevent you from reaching your goals.

Course Outline

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Course Objectives

  • Understand the objectives, principles, concepts, terms and procedures in a negotiation process
  • Grasp the fundamentals involved in successful conflict resolution
  • Participate in exercises utilizing persuasion, bargaining and negotiation
  • Analyze the reasons negotiations succeed and fail and develop the skills to ensure success
  • Understand the differences inherent in domestic and international negotiations
  • Build lasting relationships based upon mutually beneficial solutions


What You Learn

  • Personal negotiation skills assessments
  • The seven basic elements of negotiation
  • Strategies, techniques and framing
  • Ploys and power
  • Conflict and confrontation
  • Problem-solving models
  • Ethics and legal considerations
  • Cross-border and cross-cultural negotiations
  • Managing conflict
  • Formal conflict management and resolution


How You Learn

  • Lectures
  • Discussions
  • Case studies
  • Group activities (including roleplaying)


Is This Course Right for Me?
This course is for business professionals or entrepreneurs who need to engage in business negotiations and want to be more confident and effective.

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Sections

Section 119

Jun 04 to Aug 06

Type: Live Online

Instructor:

  • Anoop Grover

Cost: $995.00

See section 119 Details

Type Live Online

Days

W

Time

6:00PM to 9:00PM Pacific Time

Dates

Jun 04, 2025 to Aug 06, 2025

Location

Live Online

Schedule and Location

View Details

Instructional Hours

30.0

Location

Live Online

Delivery Options

Online

Available for Credit

2 semester units

Section Notes

Students will receive access to the course in Canvas on the course start date. Zoom meeting information will be emailed to enrolled students before the first class meeting and posted to the announcements page in Canvas.

 

Section Materials

  • Textbook

    (Mandatory)

    Getting Past No: Negotiating in Difficult Situations by William Ury

    Bantam Books 1st edition ISBN 9780553371314

Fall 2025 enrollment opens on June 16!

This course applies to the following programs:

Certificate Program in Construction Management and Leadership

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Core Course Requirements

  • Management in the Construction Industry
  • Construction Project Scheduling and Control
  • Preconstruction Estimating: From the Design Development Stage to the Final Bid Process
  • Introduction to BIM: Virtual Design and Construction Technology
  • Sustainable Construction Management and Field Practices
  • Fundamentals of Construction Law
  • Project Management
  • Organization and Management

Elective Courses

  • Project Cost and Procurement Management
  • Project Schedule and Risk Management
  • Business Negotiating
  • Leadership Without Authority
  • Principles of Sustainability
  • Building Systems and Technology
  • Introduction to LEED v4: Concepts of Green Building and Design

Learn More About This Program

Certificate Program in Facilities Management

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Core Courses

  • Introduction to Facilities Management
  • Facilities Management: Commercial Real Estate
  • Facilities Management: Operations and Maintenance
  • Facilities Management: Risk and Business Continuity
  • Facilities Management: Strategic Planning Leadership and the Organization

Facilities Electives

  • Building Systems and Technology

Construction Electives

  • HVAC Control and Energy Management Systems
  • Introduction to BIM: Virtual Design and Construction Technology

Environment Electives

  • Introduction to LEED v4: Concepts of Green Building and Design
  • Managing Sustainable Change in an Organization

Business Electives

  • Presenting Quantitative Data Effectively
  • Business Communication: Writing and Speaking
  • Business Negotiating

Project Management Electives

  • Project Management
  • Project Cost and Procurement Management

Learn More About This Program

Certificate Program in Leadership and Management

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Required Courses

  • Effective Leadership and Management: Understanding and Influencing the Dynamics of Organizations
  • Business Negotiating
  • Power and Influence in Organizations
  • Managing Change and Ambiguity in the Workplace
  • Organizational Communication Strategies for Managers

Electives

  • Business Communication: Writing and Speaking
  • Essentials of Business: Building a Professional Foundation
  • Essentials of Management
  • Marketing Management
  • Making Power Moves: Women and Leadership
  • Organization and Management
  • Organization Development and Change
  • Talent Management and Workforce Development

Learn More About This Program

Notes

Departmental contact: extension-business@berkeley.edu

Instructional Types

Live Online
Live Online courses provide an interactive learning experience with scheduled synchronous online sessions held via Zoom video conferencing (Pacific Time). Learn more about the Live Online format.
Online, Start Anytime
Continuous enrollment course begins when you enroll. You have a minimum of 90 days and a maximum of 180 days to complete the course.
Online, Fixed Date
Enroll in this course by its start date and complete it by its specified end date. There are no live sessions, but plenty of opportunities to collaborate with your classmates and instructor.
Classroom
Take classes in-person at one of our buildings or partner locations.

English Language Proficiency Requirements

All of our courses are taught in English. If English is not your first language, please use the following test scores as guides in order to be successful:

  • TOEFL: 90
  • IELTS Academic Format: 7
  • DAAD: C1
  • TEM-4 or TEM-8: Level 70
  • Duolingo: 125

Note: You do not need to submit test scores.

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The University of California, Berkeley, is accredited by the Western Association of Schools and Colleges (WASC). UC Berkeley Extension—like all other UC Berkeley schools, colleges and departments—is accredited by WASC through the University.

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Course Fee

Anoop Grover

Anoop has helped scale complex businesses by building world-class teams and products and focusing on hyper growth-stage, mission-driven, consumer technology.  Experience spanning from 0>1 and 1 to 5 for early (founder) to mature (Fortune 500).  Previously led multiple teams (2500+ people), products (100M+ users), businesses ($50M+), and 1B+ in spending from idea to launch.

He is a seasoned technology and business visionary leader with executive and hands-on experience, ability to align business goals with an integrated strategy, deliver enabling technologies, and drive shareholder value. He has a track record working across diverse cultures to create business value across Fortune 500 companies such as Uber, Symantec, Sun Microsystems, and Cisco.

Before Anoop was recruited to serve as the Head of Business Operations at Uber, he was the CIO at FOX Factory, a premier ride dynamics company based in the SF Bay Area.

BUS ADM X451.3 - 119 - Business Negotiating

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