Strategic Negotiation

Conduct and win negotiations that leave both sides satisfied. In this program, you'll engage in live, face-to-face negotiations and learn strategies that apply in both personal and professional situations.

Counts toward the Management Development Certificate
Counts toward the Certificate in Leadership & Management

Upcoming Dates

Program Dates

Format

Time Commitment

Program Fee

8-12 Sep 2025

In-Person, Charlottesville, VA

5 days

$10,500.00

Request Information

Overview

Embrace the habits of world-class negotiators to increase your influence, build positive relationships and secure the best possible outcomes for your organization.

Satisfy conflicting agendas by creating value for all parties.
Navigate both cooperative and competitive negotiations.
Assess different types of negotiations for key issues, stakeholder needs and other complexities.
Determine which components are essential for an effective negotiation.

Intended For

Individual Contributor, Team Leader, Senior Management

Focus

Management Competencies

Request Information

Engage in exercises and small-group discussions designed to help you:

Identify the components of effective negotiation and learn which techniques determine consistent success.
Take part in face-to-face in-class negotiations with fellow participants to build your comfort and confidence.
Watch a live negotiation to study non-verbal cues that affect performance.
Discover how others perceive you during individual and team negotiations and how to improve and capitalize on your personal style.

Darden's New Home for Lifelong Learning

The Forum Hotel at the UVA Darden School of Business in Charlottesville is now open! We’re excited to welcome our EELL participants to learn and stay with us in this dynamic new meeting place.

Learn More

Schedule & Topics
The program begins at 5:30pm the first day with a welcome reception and opening dinner. The remaining days generally run from 8:30am-5:30pm, wrapping up at 12pm on the final day. Featured session topics and activities include:

Spotlight on Preparation

Balancing Relationships, Outcomes, Process, and Sustainability: Internal Negotiations, Decision-Making, and Collaboration

Daily Negotiations and Debriefs
Impact & Outcomes
Develop a negotiation style that builds from your strengths

Prepare and use predetermined walkaways, goals and specific strategies to yield high value outcomes.

Apply new insights beyond the negotiating table personally and professionally.

Build positive and sustainable relationships internally and externally.
Participant Profile

This program is designed for managers, from novice to experienced, entrepreneurial founders, service professionals and partners of service organizations. It is appropriate for professionals from firms of any size or industry.

In order to be awarded full credit hours, you must be present for the entirety of the program.
Continuing Professional Education (CPE) Sponsorship
UVA Darden Executive Education offers continuing education credits as part of our commitment to encourage lifelong learning.

Instructional Delivery: Group Internet-Based

CPE Credits: 25.0

Fields of Study: Communications, Personal Development

Program Level: Beginner

There are no prerequisites for participation.

Refund/Cancelation/Concern Resolution Policy:

All cancellations and transfers must be received in writing. Submit your request via email to Darden_ExEd@darden.virginia.edu with the name of the program, followed by "cancellation" or "transfer" in the subject line. Cancellation or transfer fees may apply. Visit our Registration & FAQ page for full details on transfers and cancellations.

If you have any questions, concerns or complaints, please contact us at 1-434-924-3000 or Darden_ExEd@darden.virginia.edu to resolve your issue.

UVA Darden School Foundation - Executive Education is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Concerns regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org.
Location & Accommodations

Location

Darden School of Business
100 Darden Blvd.
Charlottesville, Virginia

Materials and some meals are also included in your program fee.

Accommodations

Lodging will be provided at our new on-Grounds hotel for participants of this program as part of your program fee. If you register within 30 days of the program start date, accommodations at The Forum Hotel cannot be guaranteed. Alternate lodging would be provided. We encourage you to register early to reserve your spot!

The Forum Hotel
Kimpton Charlottesville
UVA DARDEN
540 Massie Rd.
Charlottesville, VA 22903

Enjoy access to all the hotel’s perks during your stay, including morning coffee and tea service, on-site fitness center, Birch & Bloom steakhouse, The Good Sport craft beer bar and large outdoor terrace.

Anchored by the beautiful Tahija Arboretum and LaCross Botanical Gardens with outdoor learning and reflection spaces, as well as state-of-the-art indoor classroom and event spaces, The Forum Hotel is the new home for Executive Education & Lifelong Learning programming.

The program begins at 5:30pm the first day with a welcome reception and opening dinner. The remaining days generally run from 8:30am-5:30pm, wrapping up at 12pm on the final day. Featured session topics and activities include:

Spotlight on Preparation
Balancing Relationships, Outcomes, Process, and Sustainability: Internal Negotiations, Decision-Making, and Collaboration
Daily Negotiations and Debriefs

Develop a negotiation style that builds from your strengths
Prepare and use predetermined walkaways, goals and specific strategies to yield high value outcomes.
Apply new insights beyond the negotiating table personally and professionally.
Build positive and sustainable relationships internally and externally.

This program is designed for managers, from novice to experienced, entrepreneurial founders, service professionals and partners of service organizations. It is appropriate for professionals from firms of any size or industry.

In order to be awarded full credit hours, you must be present for the entirety of the program.

UVA Darden Executive Education offers continuing education credits as part of our commitment to encourage lifelong learning.

Instructional Delivery: Group Internet-Based
CPE Credits: 25.0
Fields of Study: Communications, Personal Development
Program Level: Beginner

There are no prerequisites for participation.

Refund/Cancelation/Concern Resolution Policy:

All cancellations and transfers must be received in writing. Submit your request via email to Darden_ExEd@darden.virginia.edu with the name of the program, followed by "cancellation" or "transfer" in the subject line. Cancellation or transfer fees may apply. Visit our Registration & FAQ page for full details on transfers and cancellations.

If you have any questions, concerns or complaints, please contact us at 1-434-924-3000 or Darden_ExEd@darden.virginia.edu to resolve your issue.

UVA Darden School Foundation - Executive Education is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Concerns regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org.

Location

Darden School of Business
100 Darden Blvd.
Charlottesville, Virginia

Materials and some meals are also included in your program fee.

Accommodations

The Forum Hotel Kimpton Arboretum & Gardens

Lodging will be provided at our new on-Grounds hotel for participants of this program as part of your program fee. If you register within 30 days of the program start date, accommodations at The Forum Hotel cannot be guaranteed. Alternate lodging would be provided. We encourage you to register early to reserve your spot!

The Forum Hotel
Kimpton Charlottesville
UVA DARDEN
540 Massie Rd.
Charlottesville, VA 22903

Enjoy access to all the hotel’s perks during your stay, including morning coffee and tea service, on-site fitness center, Birch & Bloom steakhouse, The Good Sport craft beer bar and large outdoor terrace.

Anchored by the beautiful Tahija Arboretum and LaCross Botanical Gardens with outdoor learning and reflection spaces, as well as state-of-the-art indoor classroom and event spaces, The Forum Hotel is the new home for Executive Education & Lifelong Learning programming.

Earn Your Certificate

Strategic Negotiation counts as one program toward a noncredit Darden Certificate in Leadership & Management. Complete this program and three additional programs within a four-year period to earn your certificate.

Faculty

Marc W. Modica

Senior Lecturer in Business Administration

Marc W. Modica

Senior Lecturer in Business Administration

Communication

Specializing in negotiating and management communication, Modica brings broad international experience to his negotiation, communications, and conflict management teaching and consulting.

Full Bio