Who is this for?
This program is relevant to business leaders who negotiate in complex circumstances.
Benefits for you
- Get better outcomes in both “within-team” and “between-team” negotiations
- Build agreement in committees, coalitions or boards
- Effectively negotiate with multiple opponents over multiple issues
- Understand how differences can simultaneously create value and detract from negotiation outcomes
- Boost your chances of achieving “win-win” results in cross-cultural/ international settings
- Address ethical issues in negotiations
Program content
- Review: basic elements of negotiations, different negotiation strategies and when to use each
- Team negotiations: pitfalls of team negotiations, planning and assigning roles, making the most of team member skills, keeping the team on the same page
- Multi-party, multi-issue negotiations: keys for effective multi-party negotiating, managing multiple opponents, maintaining positive relationships at the table
- Cross-cultural negotiations: common barriers to success, discovering what “winning” means to the other side, strategies for international negotiations
- Negotiating online: best practices for online negotiations, knowing when to negotiate face-to-face and when to negotiate online
- Ethical dilemmas: dealing with opponents who may be engaging in unethical behavior, avoiding ethical “grey areas”
Special features
You will engage in exercises and cases as a vehicle for learning, and apply the program content to real-time problems designed to develop key negotiating skills. You'll also assess your skill set and receive feedback on your performance.
Program leaders
Dr. Daniel Skarlicki
Faculty
Daniel is the Edgar Kaiser Professor of Organizational Behaviour at the UBC Sauder School of Business. He has taught executive programs in organizations across North and South America, as well as in Europe and Asia. His clients have included Cathay Pacific, the Government of Canada, VanCity and Glaxo. An active educator, he has won numerous teaching and international research awards. His interests focus on mindfulness in the workplace and how people respond to justice and injustice in the workplace.
Dr. David Hannah
David is a Professor of Management at Simon Fraser University, where he has won multiple teaching awards. He has taught executive programs at a number of prominent universities in Western Canada and Texas. His clients have included Samsung, B.C. Hydro, PMC-Sierra, the Beijing Media Group and many other organizations in the public and private sectors. His research focuses on how employees can deal effectively with workplace dilemmas.
Upcoming sessions
For financial assistance opportunities, please refer to Financial Assistance, Scholarships and Team Rates .
-
Contact a learning advisor for more details.
-
Get in touch
604.822.8400 or 1.800.618.3932
exec.ed@sauder.ubc.caVisit our contact page for more information.
Stay in touch
Stay in touch
Join our mailing list to receive relevant program updates and exclusive event invitations.