2-Day Program

Negotiating and Consensus-Building

Become a successful negotiator

About the program

This 2-day 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.

The Program will enable you 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.

You might also be interested in: Leading Organizational Change, Strategic Analytics

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 includes these main themes:

Day 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

Day 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 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 is Director of the Queen’s Full-time MBA program and a member of the School’s faculty, teaching courses in negotiations, cross-cultural management, ethics, domestic and international business law and entrepreneurship. He is also a corporate commercial lawyer and has practiced law at several major law firms in Toronto. Previously, Shai was the COO, General Counsel and member of the Board of Directors of Quicklaw Inc. He is currently the Vice-Chair of the KROCK community advisory board and Vice-Chair of the Kingston Economic Development Corporation. Shai also sits on several financial committees for organizations that provide funding to entrepreneurial enterprises.

Rick Jackson has taught at the School of Business for 38 years and has been the recipient of both the Queen’s Alumni Award for Excellence in Teaching and the Frank Knox Teaching Award.  He teaches extensively in Queen’s MBA Programs and in executive education, both on behalf of Queen’s and private clients.  Professor Jackson has served as an arbitrator under the Ontario Labour Relations Act and Police Services Act, as well as under the Canada Labour Code and has been a Vice Chair of the Ontario Public Service Grievance Settlement Board since 1998.  He also acts as an arbitrator and mediator in business disputes. He is a frequent guest speaker on labour relations, arbitration issues, and dispute resolution.

Enroll Now
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Speak to a member of our team.
Call 1.888.393.2338 or Chat live
Monday to Friday. 8:30 am - 4:00 pm EDT

Upcoming Sessions

    Toronto, Ontario, Canada

    Smith School of Business Toronto Facility
    200 Front Street West, Suite 3020
  • Nov 14 to Nov 15

Fees

$2,900 CAD (plus applicable taxes)

Located in Canada?

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

Learn more
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