Coronavirus Update

For the safety of our community, UWPCE programs will be taught remotely for the 2020-21 academic year.

For more information, see our Coronavirus FAQ



Course Details

  • Location: Online
  • Duration: 10 weeks
  • Times: Evenings
  • Cost : $1,333

Next Start Date:

April 12, 2021

This course is part of a certificate program. You can also take it without enrolling in the program.

Get Details & Apply

About this Course

In this interactive class, you’ll study negotiation frameworks and tools while practicing them in mock negotiations. You’ll use a variety of contracts to learn negotiation and communication styles from both buyer’s and seller’s perspectives. You'll also learn to diagnose and interpret the other party’s negotiation style in order to create effective joint business deals. We'll also work in teams to evaluate real-world contracts that have been subject to judicial review and you’ll demonstrate your mastery of the course content through class presentations.

What You'll Learn

  • The different styles of communication
  • How to undertake fact finding and plan strategically for negotiations through the pre-negotiation process
  • How to set negotiation objectives and resolve disputes
  • Negotiation tactics
  • The role of BATNA and WATNA in negotiations

Program Overview

This course is part of the Certificate in Contract Management & Negotiation.

Quarter 3


Learning Format

Online With Real-Time Meetings

Combine the convenience of online learning with the immediacy of real-time interaction. You’ll stream courses online and interact with your instructors and fellow students via chat, web conferencing or phone, all in real time. Learn More »

Course Sessions

Online With Real-Time Meetings

For the Negotiation course, students must attend at least 80 percent of class meetings rather than the standard 60 percent for successful completion.


Meet your instructors

Penny Vermie

Senior Contracting Officer, Defense Contract Management Agency


You'll earn 3 continuing education units (CEUs) for successfully completing this course. Learn more about noncredit courses.

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