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
        Modica brings broad international experience to his negotiation, communications, and conflict management teaching and consulting. He has particular interest in international business, economics and politics.

        Mario Moussa

        Mario Moussa

        President, Moussa Consulting
        Dr. Mario Moussa is a successful author, keynote speaker, and management consultant who advises senior leaders about top team effectiveness, organizational culture, and large-scale change initiatives.  He has delivered workshops on leadership, strategic persuasion and collaboration to thousands of executives around the world.


        Sands Family Grounds 
        Darden School of Business  
        1100 Wilson Boulevard 
        Arlington, Virginia 

        Please note that accommodations are not included in the program fee. Recommended accommodations include:

        Hyatt Centric Arlington
        1325 Wilson Boulevard, Arlington, Virginia, 22209 
        Tel: +1 703 525 1234 

        Le Méridien Arlington
        1121 North 19th Street, Arlington, VA 22209 
        Telephone: +1-703-351-9170 

        Marriott Key Bridge
        1401 Lee Highway, Arlington, VA 22209 
        Telephone: +1-703-524-6400 

        Holiday Inn Rosslyn at Key Bridge
        1900 North Fort Myer Drive, Arlington, VA 22209 
        Telephone: +1-703-807-2000