E-negotiation: Essential Skills for Virtual Interactions

Schulich Executive Learning Centre

How long?

  • 5 weeks
  • online

Schulich Executive Learning Centre


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Who should attend

Digital negotiation is an essential skill for anyone at any level in the digital era. This course will benefit those who are interested in optimizing their ability to negotiate, influence and persuade in virtual environments (including online meetings, emails and phone calls). It is perfect for:

  • 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

About the course

The rules of negotiation have changed in the digital age. Are you prepared?

Like it or not, negotiation is an integral part of business. It is a skill that is essential for both professional and personal advancement. In this era of globalization, more and more business is being conducted virtually through digital communications. The environment and context within which many negotiations take place has changed dramatically. This program starts with the core principles of successful negotiation and reinterprets them through a digital lens for maximum effectiveness in digital channels. Delivered in five online modules over five weeks, participants will learn digitally mediated negotiation and influence techniques, and then practice and perfect them during online, face-to-face simulations which closely correspond to real-life business environments.

What You Will Learn

  • Basic principles of negotiation
  • Differences between face to face and virtual negotiation
  • Best practices for written, voice or video negotiation interactions
  • How to optimize outcome in a virtual negotiation
  • Tools available to make a virtual negotiation impactful
  • Building relationship and rapport with individuals globally
  • Understanding the cultural differences in negotiation
  • Your negotiation style in different situations
  • Higher awareness of self and others’ decision-making style
  • How to reach mutually beneficial agreements

Program Structure

  • 5 online modules over 5 weeks
  • Access through a convenient centralized learning management portal
  • Your learning management portal account will be active for an additional 12 weeks after the course ends

Time Commitment

Recommended: 2-4 hours per week (online eLearning modules are released approximately weekly)

Technical Requirements

  • A current email account
  • Use of a computer and internet access in a modern browser
  • Adobe Reader for PDF documents

Our new e+ Programs feature the convenience of online learning with the added benefits of the in-class experience

Our e+ programs deliver the comprehensive core material you need to quickly master the topic at hand, and give you the flexibility to learn at your own pace from the convenience of home or office, at times that suit you.

They also allow you to learn and work collaboratively with your peers and instructors through guided and free form discussions and interchanges. The continuous instructor interaction and peer networking bring an added dimension to our e+ programs by enriching your experience in the same ways our in-class programs do.


E-Negotiation: Essential Skills for Virtual Interactions

Week 1: Defining Negotiation in Today’s World

  • Identifying personal/professional negotiation situations
  • Principles of negotiation; validating myths about effective negotiators; ABCD of negotiation
  • Self-assessment review and different approaches to negotiations
  • Engaging in first virtual negotiation activity

Week 2: Characteristics of Effective Negotiators in the Digital Era

  • Characteristics of effective negotiators
  • Assessing different means of communication for negotiation in today’s world (including email, phone, chat, video conference)
  • Comparing decision-making styles
  • Adapting communication style and content to the means of communication (eg written vs. verbal)

Week 3: Trust and Honesty in the Global Digital Era

  • The dilemma of honesty and trust in negotiations
  • Building trust virtually and globally
  • Assess and neutralize common misunderstandings
  • Developing guidelines for when to write, when to talk and when to walk
  • Best digital era practices

Week 4: Multiple Parties and Multiple Issues in a Virtual Negotiation

  • Better understand how to identify mutual gains
  • The art of asking the right questions for better outcomes
  • Collaborative tools and approaches
  • Who, when and how to engage different stakeholders
  • Better understanding of different modes of communication during virtual negotiation
  • Cultural differences in global negotiations

Week 5: Optimizing Negotiation Outcomes

  • Negotiation simulations debrief
  • The magical path to identifying the optimal negotiation outcome
  • Finding your negotiation style, values and approach in different situations
  • Developing best practices that are aligned with who you are
  • Mastering your ability to adapt the best approach for each


Haniyeh Yousofpour

Prinicpal, PROAC Consulting Haniyeh’s expertise is in change management, conflict resolution, effective team work and influential leadership. In addition to teaching graduate level business courses for a number of universities, she also provides integrative management consulting services to mult...

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E-negotiation: Essential Skills for Virtual Interactions at Schulich Executive Learning Centre

From  895 CAD$688

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Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.