The USFSM course, Sept. 9 and 16, will offer proven negotiating techniques.

USF Sarasota-Manatee class delves into negotiation

By: Rich Shopes

Posted: August 10, 2017

SARASOTA, Fla. (Aug. 10, 2017) – Buying a car? Looking for a better salary? Considering hiring a contractor?

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.

USF Sarasota-Manatee class delves into negotiation

Ross Alander

Instructor Ross P. Alander, a retired senior lecturer in management studies at USFSM’s College of Business, has received extensive training from the Program on Negotiations at Harvard Law School. He’s a labor arbitrator who has sat on both sides of negotiations in public and private sectors.

The class is open to anyone and offers 1.5 continuing education 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.

For more, or to sign up, visit

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