Negotiating and Consensus Building

Smith School of Business

How long?

  • 4 days
  • online

What are the topics?

Smith School of Business

Disclaimer

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Full disclaimer.

Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...

Who should attend

Managers and executives in general management or any functional area.

About the course

This Program provides a variety of practical strategies to become a successful negotiator in any context. From negotiating with customers, strategic partners and suppliers to building internal consensus around a vision or strategy, negotiating skills are a required core competency for any successful manager or executive. In the program, you will have the opportunity to practice what you have learned, in a safe and supportive environment.

The Program will enable you to

  • Change confrontation into problem solving and discuss creative options that maximize the interests of all parties
  • Build collaborative relationships
  • Develop the ability to recognize and deal with different styles of thinking, decision-making, conflict management, and emotional behaviour

Personal benefits

  • Learn to negotiate in a non-adversarial way
  • Create better working relationships with customers, suppliers, colleagues and staff
  • Improve your negotiating effectiveness
  • Learn to deal with different styles of negotiation

Organizational benefits

  • Build more constructive relationships with customers
  • and suppliers
  • Improve your organization’s ability to negotiate successfully
  • Develop a more collaborative approach to business
  • Create a win-win mentality within your organization

Content

The program includes these main themes:

MODULE 1

  • Introduction to the negotiation process
  • Negotiation Simulation 1 (followed by debrief and discussion)
  • Positional (Distributive) negotiation
  • Framing in negotiation
  • Negotiation simulation 2 (followed by debrief and discussion)
  • Interest-based/Principle-based Negotiation
  • Negotiation styles

MODULE 2

  • Negotiation Simulation 3 (followed by debrief and discussion)
  • Bridging the gap by creating value and honouring interests
  • The gender factor
  • Cross-cultural negotiation
  • Negotiation Simulation 4 (followed by debrief and discussion)
  • Ethics
  • Dealing with difficult negotiators and power differentials

Experts

Shai Dubey

Adjunct Assistant Professor & Distinguished Faculty Fellow of Business Law Shai Dubey teaches courses in negotiations, cross-cultural management, ethics, domestic and international business law and entrepreneurship. He is the academic director for project courses in various MBA programs...

Videos and materials

Negotiating and Consensus Building at Smith School of Business

From  CAD 1 775$1,459

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Disclaimer

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.

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

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.