Negotiation Theory and Strategy
This professional workshop explores negotiation strategies with lectures, discussions and hands-on simulations.
In this professional workshop, Vice Dean and Professor Russell Korobkin teaches the analytical approach to negotiation that he developed and has taught at UCLA for 23 years, as well as to business and law students and professionals around the world. The approach is applicable to any professional or personal negotiation context. In this hands-on program, you will participate in six negotiation simulations, interspersed with lectures and discussion. Approximately two hours of preparation for the simulations prior to the program is required.
This course will break down and analyze the negotiation process using the “Five Tool Negotiator” approach created by Professor Korobkin. After an introduction to the course, Day 1 will cover the first three tools: Bargaining Zone Analysis, Persuasion, the Deal Design. Day 2 will cover tools 4 and 5: Power and Fairness Norms. Each of the five principle segments of the course will include lecture, a hands-on negotiation simulation, and a class debrief/discussion of the simulation.
"Negotiation isn’t just a technique; it’s a discipline of understanding people. And in a rapidly evolving world, that remains one of the most timeless and valuable capabilities we can build."
Joselito Ereno-Rabe (Pathways '26)
HR Performance and Data Systems Manager
Goodwill of Southern Nevada
This course was a transformative learning experience. Professor Korobkin is an exceptional and inspiring educator.
Manik Aidie (Pathways '26)
Human Resources Management
Glendale Unified School District
"The Negotiation Workshop reinforced the responsibility our roles carry—to exercise sound judgment, challenge assumptions, and lead with both rigor and humanity in high‑stakes decision‑making."
Evelyn Valenzuela (Pathways '26)
Sr. Employee Relations Partner
Athens Services
"The teaching method that Professor Korobkin offers is very engaging and enjoyable. He explains the material in a clear way and shows how the concepts can be used in many areas of both personal and professional life."
Eileen Selogie (MLS '24)
Owner
ENet Answers
Program Details
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Location & Session Dates
2027 Session Dates: March 2027
Session Time: 8:00a - 5:00p PT
Session Location: On UCLA campus; details emailed to registered participants.
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Course Format
All sessions will be held live in person, on UCLA campus.
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Course Sessions
Session 1
- Introduction
- "Prado Scoot" Negotiation
- Bargaining Zone Analysis
- Persuasion
- Deal Design
- Four Negotiation Live Hands-On Simulations
Session 2
- Power
- Fairness Norms
- Three Negotiation Live Hands-On Simulations
- Conclusion
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Course Instructor
Russell Korobkin, J.D.
Vice Dean for Graduate and Professional Education
Richard C. Maxwell Distinguished Professor of LawRussell Korobkin is the Richard C. Maxwell Distinguished Professor of Law at the UCLA School of Law and the Vice Dean for Graduate and Professional Education. He has been a member of the UCLA Law faculty since 2001. He served as Interim Dean from 2022-2023 and Vice Dean for Academic and Institutional Affairs from 2015-2019. He is the author The Five Tool Negotiator: The Complete Guide to Bargaining Success (Liveright, 2021), Stem Cell Century: Law and Policy for a Breakthrough Technology (Yale, 2008), two textbooks -- Negotiation Theory and Strategy (Aspen, 3d ed., 2014) and K: A Common Law Approach to Contracts (Aspen 3d. ed., 2022) -- and more than 50 journal articles on behavioral law and economics, negotiation, contracts, and health care law. A former San Francisco management consultant and Washington D.C. lawyer, Professor Korobkin earned his undergraduate and law degrees from Stanford University. In addition to UCLA, he has taught full time at the University of Illinois, University of Texas, and Harvard University Law Schools, and he has taught intensive negotiation courses to undergraduates, MBA students and law students at 10 universities on four continents. Read his full bio here. -
Certificates and MCLE
Certificate of Completion
Participants who complete all required course elements will receive a certificate of completion from UCLA Law Executive Education.
MCLE
UCLA School of Law is a State Bar of California approved MCLE provider. This session is approved for 12.0 hours of MCLE credit.
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Cost & Discounts
Pathways to HR Executive Participants:
- Early Registration Deadline (by February 1st, 2027): Included!
$2,000
Non-Pathways Participants:
- Early Registration Deadline (by February 1st, 2027): $1500
$2,000
- Early Registration Deadline (by February 1st, 2027): Included!
