14 Instructional Hours

Negotiating and Consensus Building

Become a successful negotiator

About the program

This program provides a variety of practical strategies to become a successful negotiator in any context. From negotiating with customers, strategic partners and suppliers to building internal consensus around a vision or strategy, negotiating skills are a required core competency for any successful manager or executive. In the program, you will have the opportunity to practice what you have learned, in a safe and supportive environment.

Dynamic remote learning

Participate in the program from anywhere. Our remote learning platform combines live, interactive video instruction with breakout sessions, panel discussions, and expert Q&A.

In this program you will learn to:

  • Change confrontation into problem-solving and discuss creative options that maximize the interests of all parties
  • Build collaborative relationships
  • Develop the ability to recognize and deal with different styles of thinking, decision-making, conflict management, and emotional behaviour

Who should attend

Managers and executives in general management or any functional area.

Personal benefits

  • Learn to negotiate in a non-adversarial way
  • Create better working relationships with customers, suppliers, colleagues and staff
  • Improve your negotiating effectiveness
  • Learn to deal with different styles of negotiation

Organizational benefits

  • Build more constructive relationships with customers and suppliers
  • Improve your organization’s ability to negotiate successfully
  • Develop a more collaborative approach to business
  • Create a win-win mentality within your organization

The program is broken into two modules:

Module 1

  • Introduction to the negotiation process
  • Negotiation simulation 1 (followed by debrief and discussion)
  • Positional (Distributive) negotiation
  • Framing in negotiation
  • Negotiation simulation 2 (followed by debrief and discussion)
  • Interest-based/principle-based negotiation
  • Negotiation styles

Module 2

  • Negotiation simulation 3 (followed by debrief and discussion)
  • Bridging the gap by creating value and honouring interests
  • The gender factor
  • Cross-cultural negotiation
  • Negotiation simulation 4 (followed by debrief and discussion)
  • Ethics
  • Dealing with difficult negotiators and power differentials

Session Leaders

Session leaders include senior professors from Smith School of Business and knowledgeable experts from industry. These outstanding teachers are constantly in touch with today's business world through real-world business experience, Board memberships and their own consulting practices.

Shai Dubey teaches courses in negotiations, cross-cultural management, ethics, domestic and international business law and entrepreneurship.

Shai earned his Bachelor's Degree from the University of Toronto and his Law Degree from Queen's University. Shai is also a graduate of the aviation Flight Technology Program at Seneca College. 

After graduating from Seneca College in 1984, he began his working career as a commercial pilot. In 1985 he founded and ran both an executive aircraft charter company and a flight training school based in Toronto. After selling this company, Shai worked as an aviation consultant providing strategic and regulatory advice to Canadian and foreign clients. He practiced law on Bay Street and then ran a global company prior to joining Queen’s.

Enroll Now
Katie Parks

Speak to a member of our team.
Call 1.888.393.2338 or
Monday to Friday. 8:30 am - 4:00 pm EST

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Upcoming Sessions

    Remote Learning

  • Dec 1 to Dec 2  - Module 1
  • Dec 8 to Dec 9  - Module 2

  • Schedule Details

Fees

$1,650 CAD (plus applicable taxes)
All major credit cards accepted.

Notify me of future dates

    Remote Learning

  • Mar 24 to Mar 25  - Module 1

  • Mar 31 to Apr 1  - Module 2
  • Schedule Details

Fees

$1,650 CAD (plus applicable taxes)
All major credit cards accepted.

Notify me of future dates

Located in Canada?

Offset part or all of program fees through the Canada Job Grant

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