Successful Business Negotiating Strategies for Managers

Schulich Executive Learning Centre

Schulich Executive Learning Centre

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Who should attend

This is one of our highest-rated and most popular skills development courses. Those who regularly attend the program include:

  • General managers and business managers
  • Business officers and directors
  • Division managers
  • Training, HR and industrial relations specialists
  • Sales, Marketing and Account Managers
  • Project managers, team leaders and supervisors
  • Senior managers and Branch managers
  • Public sector managers
  • Development managers
  • Regional, national and international managers

About the course

Negotiating is a “must-have” skill for all managers. Learn proven techniques to communicate, persuade and use power effectively during negotiations.

Now, more than ever before, negotiating for business requires great agility to adjust to new situations in different settings, involving working remotely, communicating virtually, and interacting in person under new social distancing guidelines. To succeed in these uncertain times, business negotiators need to develop special skills and new behaviors that enable them to be more productive, resilient, focused, and adaptable. These include planning more efficiently; responding more strategically; communicating more persuasively; and adapting with more flexibility.

High-Interactive Format: Small breakout team discussions, real-time negotiation practice with constructive feedback, videos showing best practices, and activities to apply negotiation strategies and techniques

Useful Tools and Templates

  • Your negotiating style: Using it to your advantage both virtually and in person
  • Preparation checklists: For both virtual and in-person negotiations
  • Negotiation resource kit: Strategies and techniques to refer to when negotiating

What You Will Learn

  • Develop a practical understanding of four key negotiations processes using current models
  • Plan for successful negotiations by setting appropriate goals, defining the issues and gathering necessary background information
  • 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)
  • 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

Content

Win/Win Negotiations

  • Recognizing and creating opportunities for mutual gain
  • Win/lose conflicts and win/win mutual problems
  • Interdependence, competition and cooperation

How Negotiations Are Structured

  • One issue, a few issues, or a large number of issues
  • Disputes between your team and another group within your own organization
  • Disputes between your team and another organization
  • Multiple parties

Negotiating Processes

  • Claiming value in single-issue negotiations
  • Creating value in multi-issue negotiations
  • Taking account of people’s needs and wants
  • Approaching problems rationally by developing alternatives

Timing in Negotiations

  • Recognizing the need for negotiations
  • Planning and preparing for negotiations
  • Setting negotiations goals; Selecting negotiating strategies and tactics
  • Initial-stage, mid-stage and end-stage strategies:
    • Initial-stage: presenting and clarifying issues and positions
    • Mid-stage: narrowing the gap
    • End-stage: reaching final agreement or walking away

Alternatives to Direct Face-to-Face Negotiating

  • Asking a third party for assistance in negotiating
  • Designing formal dispute resolution systems in organizations
  • Other alternatives

Third-Party Assistance in Negotiating

  • The role of mediators in the corporate world
  • Mediator strategies and tactics for managers
  • The role of arbitrators

Fundamental Building Blocks of Effective Negotiating

  • Communicating clearly
  • Persuading effectively
  • Exercising power appropriately
  • Using information wisely
  • Behaving ethically and morally
  • Techniques for evaluating and improving your ability to negotiate

Confronting the Dark Side

  • Dealing with a competitive or deceptive counterpart
  • Minimizing your own temptation to use competitive or deceptive tactics

Experts

Gail Levitt

Biography Gail is one of Canada’s most experienced negotiators and professional instructors in the field of business negotiating and innovative negotiated solutions. She is a Harvard University trained specialist in both collaborative and competitive bargaining methods, and facilitates negotiatio...

Videos and materials

Successful Business Negotiating Strategies for Managers at Schulich Executive Learning Centre

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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.

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.