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Smith School of Business

Negotiating and Consensus Building

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Next dates

Nov 28—29
2 days
Toronto, Canada
CAD 3300 ≈USD 2471
CAD 1650 per day

Categories

Negotiations

Description

This 2-day 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

The program includes these main themes:

DAY 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

DAY 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

Who should attend

Managers and executives in general management or any functional area.

Experts

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...

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