USF Sarasota-Manatee class delves into negotiation

Anyone facing the prospect of haggling over money, goods or services might benefit from a new course this September at USF Sarasota-Manatee.

The Art of Negotiation is a two-day, six-hour course that delves into negotiating techniques and the core elements of successful negotiations. The class, offered by USFSM’s Office of Professional and Continuing Education (PACE), is scheduled to run on consecutive Saturdays.

Instructor Ross P. Alander, a retired senior lecturer in management studies at USFSM’s College of Business, is a Harvard Law School-trained arbitrator who’s sat on both sides of negotiations in public and private sectors.

The class is open to anyone. Graduate students earn 1.5 credits.

Alander said he envisions students developing mock contracts and discussing the finer points of their proposals with fellow classmates.

“I’ll come up with some scenarios, and the students will sit one on one side and one on the other,” he said. “I want the students to be active participants.”

In his 40 years in human resources he’s found the biggest obstacle to productive talks is failing to listen: “Listening is the key,” he said. “Active listening is even better.”

The in-person, two-session course costs $149. It’s scheduled from 9 a.m. to noon, Sept. 9 and Sept. 16, in room C116A at USFSM’s main campus, 8350 N. Tamiami Trail, Sarasota.

To register, visit usfsmpace.catalog.instructure.com/browse/business/courses/negotiations.

To learn more about PACE programs, visit usfsm.edu/pace/.

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