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Executive Education

Strategies and Skills of Effective Negotiation

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Negotiate with skill and confidence to achieve better results

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

Note: please see Navigating Complex Negotiations if you are interested in complex negotiations involving multiple parties and interests, cross-cultural contexts, ethical dilemmas, etc.

Upcoming sessions

(1 of 2 offerings) (2 of 2 offerings)
calendar Jun 12 - 13, 2023

In-person

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8:30am – 4:30pm in Vancouver, BC

8:30am – 4:30pm in Vancouver, BC

price_tag $2195.00 + tax (5%)

8:30am – 4:30pm in Vancouver, BC

Register Now Register Now
calendar Oct 16 - 17, 2023

In-person

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8:30am – 4:30pm in Vancouver, BC

8:30am – 4:30pm in Vancouver, BC

price_tag $2195.00 + tax (5%)

8:30am – 4:30pm in Vancouver, BC

Register Now Register Now

Contact us for registration support

Valerie Keenahan headshot

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.

Download full program description Download full program description
  • Identify key issues and goals, and design the best strategy for the situation
  • Determine your personal negotiation style
  • Build negotiating power by developing alternatives
  • Detect and steer clear of psychological traps
  • Better manage the negotiation process
  • Evaluate the objectives, strengths and weaknesses of those with whom you negotiate 
  • Recognize the advantages and risks of competition and cooperation
  • Identifying your personal negotiation style, its strengths and areas for improvement
  • Styles and types of negotiation: how to choose among varying approaches and responses
  • Analyzing the negotiation situation and developing an appropriate strategic approach
  • Preparing for negotiation: establishing your objectives, priorities and limits
  • Identifying and strengthening your power base
  • Dealing with emotions
  • 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

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

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

calendar Program dates
price_tag Fees and Taxes
notebook Format
filled_point Location
Jun 12 - 13, 2023
$2195.00 + tax (5%)

In-person

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8:30am – 4:30pm in Vancouver, BC

8:30am – 4:30pm in Vancouver, BC

UBC Robson Square
Register Now Register Now
Oct 16 - 17, 2023
$2195.00 + tax (5%)

In-person

info_mark

8:30am – 4:30pm in Vancouver, BC

8:30am – 4:30pm in Vancouver, BC

UBC Robson Square
Register Now Register Now

Participating organizations

Success stories

  “This course was full of great information for approaching tough negotiations. With fun role-playing scenarios, I gained valuable experience putting what I learned to use, and left with much improved confidence in my negotiation abilities.”

Mathieson Facer

Technical Art Director, Electronic Arts

  "Fantastic course! I’ve only been back for a day, and I'm already recommending it to several of my colleagues."

Heinz Abrahart

Business Manager - Medical Services, Workers' Compensation Board

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