Negotiating with Confidence

In this intensive one-day workshop, you’ll acquire essential skills to excel in complex business negotiations. You’ll learn how to maintain control, project influence and confidence, and apply psychological principles effectively throughout the negotiation process. Our faculty leverages cutting-edge research and c-suite expertise to teach you innovative strategies to consistently secure the best possible outcomes.

Workshop Snapshot


UPCOMING SESSION: Tuesday, October 15, 2024


9:00 a.m. to 4:30 p.m.



In person at the University of Denver campus


$880 per participant


A 15% discount is available for nonprofits, current or former military, government, DU alumni, Daniels corporate partners and three or more individuals from the same organization.


What You’ll Learn

This Negotiation workshop will help you, your team, and your organization:

  • Learn how to determine who should make the first offer and why
  • Shift and leverage power dynamics
  • Control the negotiation from the start and why it’s important to do so
  • Understand why creating boundaries helps to ensure great outcomes
  • Create Multiple Equivalent Simultaneous Offers (MESOs) – One of the most powerful negotiating tools for securing better outcomes
  • Learn why having a concession strategy is so important, and the four elements to a sound concession strategy
  • Develop strategies to avoid a price only negotiation
  • Understand why most negotiators leave money on the table – and how to fix it
  • Get the Lionshare of the deal
  • Differentiate between selling and negotiating and why it’s critical to negotiate only when the selling is done
  • Architect your offers to drive collaboration and better outcomes for both parties
  • Present your offers for maximum advantage – Understanding the benefits of framing your offers

Workshop Outcomes

Build a Deep Understanding of Negotiation.

Understand the psychology of negotiation, the challenges faced, and the
differences between selling and negotiation.

Create Actionable Negotiation Strategies.

Develop a negotiation plan and practice real time negotiations.

Learn When and How to Close the Deal.

Learn strategies and tools for successful outcomes, and identify
when it’s better to walk away.

Who Should Attend

This workshop is designed for senior executives, business leaders, sales professionals, and buyers.

This course is also offered as a private program for intact teams and can be delivered at an organization’s office. Please contact us for more information.

“I would argue that there is no other skill that has a more profound impact on your career than that of negotiation. Where do great compensations packages come from? Where do great customer contracts come from? Where does a great vendor agreement come from? They come from deals! The most vital aspect of part of deal-making is negotiation, for that is where a deal becomes either a great success or a devastating failure.”

– Joe Hernandez –


Joe Hernandez


Joe Hernandez is an international authority on high value negotiations skills and techniques. As a professional negotiator and coach, Joe assists CEOs, senior executives, sales professionals and buyers in preparing for their most important deals. In addition, he provides world-class negotiation training programs that change the way business people negotiate deals with immediate results. He has developed a unique methodology of negotiating that utilizes cutting-edge tools and processes. He shatters common beliefs about how to negotiate…unlocking exceptional results for his clients. Psychology and influence create a foundation for his approach, but more important are the tools he utilizes to ensure a successful outcome…every time.

More Details

Upcoming workshop date: Tuesday, October 15, 2024 | 9 a.m. to 4:30 p.m. | In-person Workshop

Cost: $880

Schedule and Format

This workshop will be held in-person at the University of Denver.

The workshop begins at 9:00 a.m. and finishes at 4:30 p.m.

Tuition & Cost

Discounts are available for nonprofits, current or former military, government, DU alumni, Daniels corporate partners and three or more individuals from the same organization. Visit the program non-credit (pay with credit card) registration page or contact us for more information.

DU Employees should contact Camila Angelim for internal pricing options.

Should I Take This Class for Credit or Non-Credit?


This option is for participants who are not interested in receiving graduate level credit and are participating for professional development and to update their skills, knowledge and abilities. Upon request, Executive Education is pleased to provide a Certificate of Completion for professional development credit for any Executive Education workshop completed.

Credit – Graduate-Level Academic Credit

This option is for those interested in receiving graduate credit for their participation. In order to apply, you need to have completed your undergraduate degree and provide us with an unofficial transcript of that degree.  These credits and your course grade will be on your official transcript. Please be aware that there is a mandatory assignment and once the workshop begins you are no longer able to switch your status from for-credit to non-credit.

*If you are a DU Employee wanting to use your tuition waiver, you will receive further instructions from Executive Education approximately 2 weeks prior to the start of your course.

**If you are in a Master’s degree program at DU, and want to take this class for elective credit, please contact us before you register for the class. Your academic advisor will need to be involved in the registration process and it will require prior approval.

If you are not sure which option to choose, please contact Camila for advising at

Register for Credit
Register for Credit

Eligible DU Staff can use their Tuition Waiver to participate in Executive Education workshops, gaining valuable knowledge and skills for a fraction of the workshop cost. Workshops must be taken for-credit, and to receive credit, you will need to complete a short assignment at the end of the workshop.

There is an $8 tech fee that is not covered by the tuition waiver.

For more information about the Tuition Waiver or to see if you are eligible, please visit the DU HRIC Benefits Page.

If you have questions about applying your tuition waiver, please contact us at

Cancellation Policy

If you need to cancel your registration for this workshop, you may transfer your enrollment to a future session, send someone to take your place, or cancel anytime up to seven business days prior to the start of the first class.

Classes requiring an assessment such as Insights cannot be refunded after the assessment has been taken. Your enrollment will be automatically transferred to the next class and you cannot send someone in your place.

If you provide us with less than seven business day’s notice or fail to attend, you will be liable for the entire workshop fee and your enrollment will be automatically transferred to the next class.

Contact Us

Director of Business Development
Executive Education
Joy Burns Center 307

Schedule a meeting with Camila