Negotiating and Consensus Building
2-Day Program

Negotiating and Consensus Building

Become a successful negotiator

View session dates

Negotiating and Consensus Building

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.

Available via live, in-person delivery

Attend the program in an immersive, in-person environment at SmithToronto, located in the heart of Toronto's downtown financial district.

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

This program is designed for any professional or manager who needs negotiation and conflict resolution skills to build successful relationships. This can be either internally within the organization or externally with clients, or both.

You might also be interested in: Strategic Planning & Leading Change

CCDI Partnership

CCDI

Smith School of Business is an Employer Partner of the Canadian Centre for Diversity and Inclusion.

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

In-Person Learning

Learn alongside fellow participants from across the country, discovering best practices that span industries and sectors.

Our in-person programs include classroom learning sessions led by award-winning Smith School of Business professors and industry experts. Practice new skills in breakout sessions, projects and simulations, and apply your learning toward real-world case studies.

SmithToronto

SmithToronto is located on the 30th floor, 200 Front Street West in the heart of Canada's financial centre and is easily accessible by GO, subway and the PATH system.

Smith School of Business delivers many programs and classes at SmithToronto and it is home to the Master of Finance, Master of Management Analytics, and Master of Management in Artificial Intelligence programs. The site includes classrooms, meeting rooms, staff offices, special events spaces, and a variety of multi-media presentation systems.

As well, it includes three Boardroom Learning Centres with fully interactive videoconference capabilities. These rooms are used to deliver classes for Smith’s Executive and Accelerated MBA programs.

This program is available in an alternate format: View virtual program

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.

Upcoming Sessions

Session Date Jan 18 to 19, 2022 View detailed schedule
Location Toronto , ON , Canada SmithToronto, 30th Floor
200 Front Street West
Program Fees $3,300 CAD (plus applicable taxes)
Session Date Jun 1 to 2, 2022 View detailed schedule
Location Toronto , ON , Canada SmithToronto, 30th Floor
200 Front Street West
Program Fees $3,300 CAD (plus applicable taxes)

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