The Art of Negotiation

This course focuses on general negotiation principles and techniques, and then applies these concepts specifically to inter-cultural situations. A discussion of the meaning of culture and the ways in which various cultures differs anchors the course.


Prof. Miguel Unzueta

Prof. Miguel Unzueta


Miguel Unzueta is an Associate Professor of Management and Organizations at UCLA Anderson School of Management. His research explores how people understand their position within social and interpersonal hierarchies and the impact this understanding has on their perceptions of self, others, and group-based inequality.

Professor Unzueta teaches the core organizational behavior course for full-time MBA students (@MGMT 409). In 2010, he was awarded the George Robbins Assistant Professor Teaching Award.  More recently, he was selected by Poets & Quants as one of the best 40 business school professors under age 40.

Professor Unzueta is currently serving on the editorial board of Aztlán: A Journal of Chicano Studies and is a member of the Riordan Programs’ advisory board.

Course Learning Objectives:

By the end of this course, you will be able to:

  • Prepare for a negotiation, including determining aspiration/target point, reservation point, BATNA, and first offer.
  • Estimate the aspiration/target point, reservation point, BATNA, and first offer of a negotiating counterpart and compare them with your own.
  • Write a rationale for making the first offer in a negotiation, supporting your position with psychological reasons.


Module Components:

Video Lectures:

  • Understanding the art of Negotiation
  • Real-World Examples from Negotiations
  • The Psychology of First Offers


  • The Art of Negotiating
  • Basic Negotiating Tips Anyone Can Use
  • Negotiation Tips for Beginners
  • Ten Tips for Negotiating by Ed Brodow
  • Five Things You Should Never Say While Negotiating

Case Study:

  • Case Study: Marrilae as a Future Global Leader (Continued – Part 6)


  • The Art of Negotiation


Please email [email protected] for any support required with respect to the program, course or platform.