Executive Education

Strategies and Skills of Effective Negotiation

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.

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.

  • 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


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%)



8:30am – 4:30pm in Vancouver, BC

8:30am – 4:30pm in Vancouver, BC

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



8:30am – 4:30pm in Vancouver, BC

8:30am – 4:30pm in Vancouver, BC

UBC Robson Square

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

Other programs you may be interested in

Can't find what you're looking for?

Develop your business knowledge with a UBC Sauder certificate, available in seven specialized areas of business.

Tailored learning solutions for organizations

Please get in touch and we'll be happy to explore how we can help