Executive Education

Navigating Complex Negotiations

Increase your chances of success in multi-party, multi-issue conditions

Recent changes in society, the economy, and the way people work have made negotiations more complex than ever. 

In this workshop, you will learn a repertoire of new skills for succeeding in complex negotiations. The experiential “action-learning” format will enable you to develop a systematic and positive approach to negotiating in complex conditions with colleagues, client and other stakeholder parties, agents, those from different cultures, and external groups of all kinds. 

Note: please see Strategies and Skills of Effective Negotiation for a comprehensive introduction to negotiation.

This program is relevant to business leaders who negotiate in complex circumstances.

  • 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


  • Basic elements of negotiations, different negotiation strategies and when to use each

Negotiating Within and Between Teams

  • 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 while maintaining positive relationships at the table

Cross-Cultural Negotiations

  • Avoiding common barriers to success and discovering what “winning” means to the other side
  • Strategies for international negotiations

Negotiating Online

  • Best practices for online negotiations

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.

Dr. Daniel Skarlicki


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

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notebook Format
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Dec 4 - 5, 2023
$2195.00 + tax (5%)



8:30am – 4:30pm in Vancouver, BC

8:30am – 4:30pm in Vancouver, BC

UBC Robson Square

Participating organizations

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