Negotiating Success: A Learning Laboratory

  • Negotiating Success
  • Embrace the habits of word-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.
  • Program Overview

    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.

      Outcomes & Impact

      • 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.


      The Negotiating Success program counts as one credit toward a Certificate in Management. Complete this program and earn three additional credits in a four-year period to earn your certificate.


        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.

        Negotiating Success Participants


        Marc Modica

        Marc W. Modica

        Senior Lecturer in Business Administration


        Darden School of Business
        100 Darden Blvd
        Charlottesville, Virginia 22903

        As a participant in this program, accommodations and most meals are included in your program fee.