Peter B. Gustavson School of Business

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About the course

Effective negotiation skills are becoming increasingly important in a modern world characterized by rapid change, globalization, and diversity. Expert negotiators select appropriate strategies and tactics to respond efficiently and effectively to constant changes, challenges and opportunities for generating optimal settlements. Whether you are a professional closing a major deal, an expert handling a crisis, or a manager attempting to negotiate an intra-organizational conflict, a strategic approach to negotiating that leads to productive agreements is critical for continued success.

Building on the concepts of principled negotiating (including interest-based bargaining), this workshop helps participants develop an overarching strategic negotiating framework and approach that is flexible to suit each individual style, skill-set, and situation. It is important to note that the primary focus in this workshop is on skill-development. While sound concepts offer a foundation for effective negotiating, thoughtful application and repeated practice are central to becoming a successful negotiator and strategic negotiating skills need to become a habit

What you will learn

  • How to develop a strategic framework for negotiations (the 3D framework)
  • To understand the various elements of the three dimensions of the framework

Designing the Settlement

Setting the Context

Engaging in Effective Behaviours

  • To identify settlement ranges and interests, evaluate options, understand anchors (part of designing the settlement)
  • To understand the importance of trust and the elements of trustworthiness, minimize erosion of trust (part of setting the context)
  • To understand tactics for creating value & claiming value, be aware of cognitive traps, principles of persuasion (part of engaging in effective behaviours)
  • To manage and be effective in complex (including multi-party) negotiations

Workshop Structure:

Learning negotiating skills is best achieved through practice. This workshop will combine a mix of exercises, presentations, videos, discussions and debriefings. You will be negotiating with colleagues to test and apply what you have learned. Group discussion and analysis will help determine what went right, what went wrong, why, and what can be done better next time.

Given the emphasis on skill-development through application and practice, we will engage in a series of negotiation simulations with increasing levels of complexity. In total, we will have four simulations: (1) a two-party single issue negotiation; (2) a two-party multi-issue negotiation, (3) a multi-party multi-issue negotiation, and (4) a third-party negotiation intervention.

Day One:

8:45-9:00 am: Introduction (workshop, participants)

Session 1: A Strategic Framework for Negotiations

9:00-10:15am: Success Factors in Negotiations

Simulation 1

10:15-10:30am: Refreshment Break

10:30am-12:00pm: 3D Framework for Negotiating

  • Key Elements of Designing the Deal
  • Elements of Setting the Context
  • Key Elements of Effective Behaviours
  • Cognitive Biases in Negotiation

12:00pm-1:00pm: Lunch

Session 2: Creating Value and Claiming Value

1:00-2:30pm: Simulation 2

2:30-2:45pm: Refreshment Break

2:45-4:30pm: Distributive and Integrative Negotiations

Principles of Persuasion (video)

4:30-4:45pm: Wrap-up

Assignments for next day

Day Two:

8:30-9:00am: Discussion of Assignments

Session 3: Complex Negotiations

9:00-10:30am: Simulation 3

10:30-10:45am: Refreshment Break

10:45am-12:00pm: Importance of Trust

Elements of Trustworthiness

Building trust/minimizing erosion of trust

12:00-1:00pm: Lunch

Session 4: Multi-party, Multi-issue Negotiations

1:00-2:30pm: (Contd.) Importance of Trust

Elements of Trustworthiness

Building trust/minimizing erosion of trust

2:30-3:15 Simulation 4

3:15-3:30pm: Refreshment Break

3:30-4:00pm: Managing Multiparty, Multi-Issue Negotiations

4:00-4:30pm: Summary – Putting together the 3D framework


Who should attend

This course is recommended for those who engage in negotiations of any kind - contracts, collaborations, sales, procurement, labour arrangements, strategic alliances, joint venture deliberations, promotions, etc. It is designed for people in private and public organizations regardless of the scope and scale of the negotiations they encounter. All professionals (analysts to senior managers) who have to deal with situations where different interests, preferences, and goals are at play will benefit from the structured framework offered to approach negotiations. This practical course will benefit:

  • Program and project managers
  • Sales representatives
  • Procurement officers
  • Contract negotiators
  • Labour negotiators
  • HR professionals
  • Settlement negotiators
  • Liaison officers
  • Taskforce leaders
  • Multifunctional team leaders
  • Account managers
  • Joint venture managers
  • Engineering and design professionals

Trust the experts

A.R. Elangovan

3M National Teaching Fellow & UVic Distinguished Professor, Dr. Elangovan has been a professor of Organizational Behaviour at the Gustavson School of Business, University of Victoria since 1992. His teaching, research and consulting interests are in the areas of wellbeing at work, callings, ...


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