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Alberta School of Business


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Next dates

May 28—29
2 days
Edmonton, AB, Canada
CAD 1590 ≈USD 1188
CAD 795 per day


Negotiating is a skill that must be learned by all managers. Master proven techniques to communicate and use power effectively during negotiations.

We all negotiate countless times a day to resolve conflicts, client problems or differences of opinion. But few of us have taken the time to think about what we are doing when we negotiate and how we could improve. In two highly-interactive days of learning, you will analyze your own negotiating style, develop a practical understanding of effective negotiating behaviours, and improve your ability to plan and conduct successful day-to-day negotiations in every situation.

Program Highlights

  • Develop a practical understanding of four key negotiations processes using current models
  • Create win/win outcomes with other parties
  • Maximize negotiating effectiveness using strategic, systematic, rational and analytical approaches
  • How to lay the groundwork for productive negotiations
  • Identify your strengths and weaknesses as a negotiator
  • Analyze the strengths and weaknesses of the other negotiator(s)
  • Plan for successful negotiations by setting appropriate goals, defining the issues, and gathering necessary background information
  • Select negotiating strategies and tactics which are appropriate in the situation
  • Communicate, persuade and use power effectively during negotiations
  • Recognize when third party assistance would be helpful
  • Deal effectively with cultural differences in negotiations
  • Continually evaluate and improve your ability to negotiate effectively

Who should attend

Mid-level to senior managers


Terry Daniel is a faculty member of the Alberta School of Business. He served as Associate Dean of Alberta’s MBA program from 1990 to 1995 and has taught in both the graduate and undergraduate programs at Alberta as well as in the joint Executive MBA program offered by Alberta and the University ...
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