Negotiating for Success

McGill Executive institute

How long?

  • 6 weeks
  • online

What are the topics?

McGill Executive institute


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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...


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Who should attend

This program is for all negotiators – from neophytes to veteran negotiators, including managers, executives, entrepreneurs, lawyers and professionals who work in business development, sales, purchasing, marketing, fund-raising, labour relations and project or product management.

About the course

This action-oriented program will improve your bargaining power and provide you with a variety of practical strategies and tactics to become a successful negotiator in any context. Collaborative negotiation principles and techniques are explored through role-plays, case studies, and videotaped simulations. Self-analysis, feedback, debriefing and coaching will help you analyze and improve your style. You will learn how to achieve successful, win-win outcomes for both negotiating parties.

Key Benefits & Takeaways

  • Gather information and plan negotiations that succeed
  • Adapt your negotiation style to any situation
  • Know when an agreement can be reached and when to walk away
  • Negotiate one-on-one, in teams, and with multiple partners and issues
  • Use your negotiating ability to influence others
  • Improve your decision-making skills
  • Apply the Negotiation Situation Analysis Tool to your own negotiations



  • Why do you negotiate?
  • With whom do you negotiate?
  • What defines successful negotiation?

Know Yourself, Your Team and the Other Side

  • Understanding individual negotiating styles
  • Gauging your team’s skills and resources, strengths and weaknesses
  • Assessing your counterpart’s profile and style
  • The characteristics of successful negotiators
  • Negotiation Case 1: focus on styles

Elements of Negotiation

  • Knowing the five key elements in the negotiation process
  • Focusing on values and needs: yours and theirs
  • Preparing for negotiations using the Negotiation Situation Analysis Tool
  • Negotiation Case 2: planning tools and elements

Tactics for Win-Win Negotiations

  • Identify behavioural tactics used in negotiating
  • Choose the most effective tactics for each situation
  • Assess issues and concerns
  • Negotiate by phone and e-mail
  • Tactics exercise and scenarios

Stages of Negotiation

  • Focus on the relationship between negotiators
  • Identify issues and concerns
  • Reframe issues and find common ground
  • Match tactics to negotiation stages

An Integrated Approach

  • Understand win-win negotiation strategy
  • Manage competitive and cooperative dimensions of bargaining
  • Integrate your negotiating profile, elements, tactics, and stages

Multi-Party Multi-Issue Negotiation

  • Engage the strategies and tactics of multi-party negotiation
  • Formulate a multi-party, multi-issue agreement
  • Negotiation Case 3 – using the integrated approach

Negotiating in Difficult Situations

  • Deal with difficult people
  • Manage and defuse attacks
  • Address participants’ specific challenges

Preparation of Action Plans

  • Transfer your new skills to the work environment
  • Continue improvement using the negotiation situation analysis tool


Morna Flood Consedine

Dr. Morna Flood Consedine has trained numerous corporations and government organizations to negotiate partnerships and joint ventures; she works throughout North and South America, Europe, South Asia and Africa with leaders in aerospace, telecommunications, pharmaceuticals and finance. She has co...

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Negotiating for Success at McGill Executive institute

From  CAD 2 495$2,013
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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.

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.