Power, Influence and Emotion in Negotiations

Rotman School of Management

How long?

  • 2 days
  • in person

What are the topics?

Rotman School of Management

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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

Experienced professionals who use negotiation in their careers and are ready to take their skills to the next level

About the course

Managing the Interpersonal Dynamics in Negotiations

Go beyond strategies and tactics to fine tune your deal-making skills and gain confidence in structuring agreements — even in high conflict situations. Understand, identify and leverage the emotions and complex interpersonal dynamics at play in negotiations by immersing yourself in intense simulations so you are better prepared to influence outcomes.

Rotman's Power, Influence and Emotion in Negotiations (formerly Advanced Negotiations) addresses the more complex interpersonal processes you experience during a negotiation. That could mean disputes, multi-party dynamics, or social influence and networking.

Practice applying principles to tough situations through continuous and varied exercises. Next, debrief the simulations with your peers in lively discussions as faculty help you draw lines between your experience and established theory and research.

From small groups to large complex negotiation exercises, you’ll identify and correct personal negotiating blind spots and build on strengths with immediate feedback. You’ll observe and learn from the different approaches of your peers in mock negotiations set in difficult settings.

Finally, you’ll synthesize insights gained throughout the program to emerge more confident in your ability to influence and shape outcomes in complex deals. This program focuses on the interpersonal and emotional dynamics of negotiations — both simple and complex. For strategies and tactics of negotiations, consider our Negotiations Program.

What You'll Learn

  • Identify sources of power and influence
  • Practice strategies to diffuse conflict
  • Learn to leverage social networks to your advantage
  • Manage multi-party, multi-interest negotiations
  • Understand coalition dynamics and identify shared and opposing interests
  • Identify situations where third party mediation should be leveraged
  • Anticipate and counter strategies used by hard bargainers
  • Understanding how different needs can get met in a variety of ways
  • Get deeper personal insights through multi-tiered feedback

Schedule

Day 1

  • Program & Negotiation Intro
  • Power & Emotion
  • Conflict Resolution
  • Self-Assessment Debrief
  • Key Learnings
  • Networking Session

Day 2

  • Reflections
  • Social Influence
  • Multi-Party Dynamics
  • Key Learnings
  • Program Review

This program assumes a fundamental understanding of the negotiation process. We recommend you come with either fairly extensive experience negotiating in your profession or having completed our Negotiations program first.

Experts

Geoffrey Leonardelli

Geoffrey Leonardelli is a Professor of Organizational Behavior and Human Resource Management at the University of Toronto's Rotman School of Management, with a cross-appointment to the Department of Psychology. His research discoveries focuses on intergroup relations, self and identity, diversity...

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Power, Influence and Emotion in Negotiations at Rotman School of Management

From  CAD 3 850$3,095
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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.