Schulich Executive Learning Centre

Successful Business Negotiating Strategies for Managers

Available dates

Dec 9—11, 2019
3 days
Toronto, Ontario, Canada
CAD 3250 ≈USD 2442
CAD 1083 per day
Jun 22—24, 2020
3 days
Toronto, Ontario, Canada
CAD 3250 ≈USD 2442
CAD 1083 per day


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About the course

Negotiating is a “must-have” skill for all managers. Learn proven techniques to communicate, persuade 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 three 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.

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


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

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

Trust the 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 negotiati...


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