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Schulich Executive Learning Centre

Dynamic Strategies for More Complex Negotiations

Sep 30—Oct 2, 2019
3 days
Toronto, Canada
CAD 3250 ≈USD 2450
CAD 1083 per day
Mar 2—4, 2020
3 days
Toronto, Ontario, Canada
CAD 3250 ≈USD 2450
CAD 1083 per day

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Complex and multi-party negotiations require strong strategic planning

Experienced negotiators know that taking control of the process through a strategic approach to planning, communicating and adapting with agility is key. In both union and non-union environments, being prepared for the unexpected requires adapting one’s style to diverse negotiators through an expanded negotiation toolkit.

Participants in this action-packed, three-day workshop will acquire and practice advanced techniques in tough and complex negotiations to improve their negotiation agility. Proven tools and techniques for handling tough negotiators, complex negotiations, obstacles, and politics will be provided using videotaping and feedback, negotiation simulations, individual self-assessments, team demonstrations and discussions and case studies.

Top Take-Aways

  • Expand your negotiating toolkit for complex negotiations in both union and non-union environments
  • Reframe critical and politically- sensitive negotiating messages for more communications impact and influence
  • Self-manage conflict triggers more proactively when faced with negotiation obstacles and tough negotiators
  • Become a more observant and adaptable negotiator with multiple cultures and negotiating parties
  • Think faster on your feet when responding to unexpected negotiation situations, objections, and questions
  • Anticipate and react to negative ploys and power plays with confidence and communication fluency
  • Make better decisions about what strategies and tactics to use for collaborative and competitive negotiations


Planning and Executing Complex Negotiations

  • Using a phased approach
  • Analyzing multiple party alliances and potential threats
  • Checklist of do’s and don’t
  • Strategies and tactics for in-person and virtual negotiations
  • Top 6 obstacles and mitigating strategies

Becoming a more Agile Negotiator

  • Defining “agility” in the context of complex negotiations
  • Becoming more observant: tips and techniques
  • Responding to the unexpected: guidelines and tips
  • Observing and adapting to tough negotiator styles
  • Tips for cultural agility in a global negotiation environment

Handling Tough Negotiators Assertively

  • Communication techniques for addressing objections
  • Keeping the conversation on track: tips to avoid being derailed
  • Questioning and reframing proactively
  • Addressing unexpected questions and distractions

Using Your BATNA to your Advantage

  • Guidelines for creating an effective BATNA, especially in complex negotiations
  • When to reveal your BATNA for negotiation leverage
  • Advanced strategies for communicating your BATNA
  • Applying your BATNA without revealing it specifically: tips and techniques

Overcoming Negotiation Obstacles

  • Top 5 obstacles to complex negotiations and how to overcome them
  • When crucial information is withheld or delayed
  • When the relationship is adversarial
  • When the parties do not agree on a common goal
  • Guidelines for negotiating the negotiation through the Dialogue Technique when necessary

Applying Negotiation Techniques for Engagement

  • Interest-based techniques
  • Position-based techniques
  • Techniques for probing and questioning
  • Techniques for building trust and collaboration

Addressing Conflict and Negative Ploys Non-Defensively

  • Why conflict is unavoidable
  • Guidelines for managing conflict successfully
  • Understanding why negative ploys are used
  • Examples of negative ploys and ways to address them

Generating More Creative Options and Solutions

  • Why it is important to agree on criteria first
  • Guidelines for reaching agreement on criteria
  • Creative approaches to generating creative options
  • Decision-making processes to filter solutions efficiently
  • Using technology and visuals for collaboration

Who should attend

Anyone interested in building on their knowledge of negotiating fundamentals, and achieving the next level of expertise and confidence through the application of advanced techniques will benefit, including:

  • General and division managers, business officers and directors
  • Training, HR and industrial relations specialists
  • Sales, marketing and account managers
  • Project managers and team leaders
  • Branch, regional, national, international, and public-sector managers
  • Business development managers, business analysts and other specialists

While not a prerequisite, participants who are familiar with the concepts introduced in our level-one negotiating course Successful Business Negotiating Strategies for Managers will be well prepared for this program.


Biography Gail is one of Canada’s most experienced negotiators and professional instructors in the field of business negotiating and innovative negotiated solutions. She is a Harvard University trained specialist in both collaborative and competitive bargaining methods, and facilitates negotiati...


Detailed Description
Detailed Description

Next dates

Sep 30—Oct 2, 2019
3 days
Toronto, Canada
CAD 3250 ≈USD 2450
CAD 1083 per day
Mar 2—4, 2020
3 days
Toronto, Ontario, Canada
CAD 3250 ≈USD 2450
CAD 1083 per day

How it works

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