Sauder School of Business

Strategies and Skills of Negotiation

Available dates

Jan 15—17, 2020
3 days
Vancouver, British Columbia, Canada
CAD 2495 ≈USD 1883
CAD 831 per day
Apr 27—29, 2020
3 days
Vancouver, British Columbia, Canada
CAD 2495 ≈USD 1883
CAD 831 per day
Jun 15—17, 2020
3 days
Vancouver, British Columbia, Canada
CAD 2495 ≈USD 1883
CAD 831 per day


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About the course

Negotiate with Skill and Confidence to Achieve Better Results

This workshop provides a comprehensive introduction to negotiations. You will learn effective strategies and techniques for a variety of negotiation situations: from two-party/single issue, to complex negotiations involving multiple issues and parties, to negotiating online. To ensure practical relevance and develop critical negotiation skills, you will apply the content in actual negotiation exercises.

What you will learn

  • Improve your negotiation planning by identifying key issues and goals
  • Design appropriate strategies for the negotiation situation
  • Build negotiating power by developing alternatives
  • Detect and steer clear of psychological traps
  • Evaluate the objectives, strengths and weaknesses of those with whom you negotiate
  • Identify the advantages and risks of competition and cooperation
  • Negotiate effectively in one-on-one and multi-party settings
  • Navigate the unique challenges of online negotiations
  • Deal constructively with ethical dilemmas

Program content

  • Identifying your personal negotiation style, its strengths and areas for improvement
  • Styles and types of negotiations: how to choose among varying approaches and responses
  • Analyzing the negotiation situation and deciding on an appropriate strategic approach
  • Preparing for negotiations: establishing your objectives, priorities and limits
  • Identifying and strengthening your power base
  • Interests, issues and positions: assessing what you really need and avoiding positional traps
  • How to open a negotiation effectively without giving away too much
  • Managing two-party negotiations
  • Managing team negotiations
  • Managing complex multi-party, multi-interest negotiations
  • Negotiating online

Special features

In this highly experiential program you will engage in exercises and cases as a vehicle for learning, and apply the course content to real-time problems designed to develop key negotiating skills. You'll also assess your skill set and receive feedback on your performance.

Who should attend

This program is relevant to anyone who negotiates but who lacks an overall framework of the negotiation process. The strategies and skills taught are generally applicable to any negotiation context.

Trust the experts

David Hannah

David R. Hannah is an Associate Professor of Management at the Beedie School of Business at Simon Fraser University, and an Associate Editor of the Journal of Management Inquiry. He received his Ph.D. from the University of Texas at Austin. He is a Past President of the Western Academy of Manag...


Daniel Skarlicki

Daniel is the Edgar Kaiser Professor of Organizational Behaviour at the Sauder School of Business. He has taught executive programs in organizations across North and South America, Europe and Asia. His clients have included VanCity, Rocky Mountaineer and Glaxo. An active educator, he has won nume...


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