Instructor: Roshni Raveendhran, Assistant Professor of Business Administration, UVA Darden School of Business

We negotiate every day—with merchants, service providers, employers, coworkers, friends, and family—determining what price we will pay, the amount of our salary and compensation, what movies to watch, where to go to dinner, who will clean the kitchen, and so forth. Although negotiations are a ubiquitous part of our everyday lives, many of us know little about the strategy and psychology of effective negotiations. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve the agreement we desire?   

The session is designed to address a broad spectrum of negotiation problems that are faced by managers and professionals. It will provide you with the opportunity to develop your negotiation skills experientially through role-playing exercises. Specifically, we will examine the following: 

1. Basic negotiation concepts 

2. Key strategies for effective negotiations 

3. Overcoming psychological resistance and other barriers to accomplishing superior negotiation outcomes 

Cohort Description: Most people associate the term “business” with the private sector. However, business skills and models are widely applied in every sector: public, private and non-profit (which includes academia). You are acquiring many transferable skills in your Ph.D. program that can be applied in academic roles as well as within a variety of industries and job functions. Join the business skills learning cohort to better understand foundational concepts and language of business. This learning cohort includes experiential learning in the form of group capstone presentations under guidance of alum mentors. 

Broad Topics include:

1. Purpose, ethics, and responsibility: stakeholder theory

2. Analysis of strategy and operations 

3. Data science in business

4. Leadership and mentoring

5. Negotiation

6. Financial 360

7. Business Communications

8. Business of higher ed