Negotiating for Success

Conclude win-win agreements with collaborative negotiations

Overview

This action-oriented program will improve your bargaining power and provide you with a variety of practical strategies and tactics to become a successful negotiator in any context.


Collaborative negotiation principles and techniques are explored through role-plays, case studies, and videotaped simulations. Self-analysis, feedback, debriefing, and coaching will help you analyze and improve your style. You will learn how to achieve successful, win-win outcomes for both negotiating parties.

Key Benefits & Takeaways

  • Gather information and plan negotiations that succeed
  • Adapt your negotiation style to any situation
  • Know when an agreement can be reached and when to walk away
  • Negotiate one-on-one, in teams, and with multiple partners and issues
  • Use your negotiating ability to influence others
  • Improve your decision-making skills
  • Apply the negotiation situation sis tool to your own negotiations

The registration fee includes facilitation by our highly-rated faculty members, comprehensive workbooks, results-oriented exercises, seminar supplies, meal service (breakfast, lunch and breaks), and a certificate of completion from the McGill Executive Institute.

The registration fee includes facilitation by our highly-rated faculty members, a comprehensive workbook, results-oriented exercises, seminar supplies, meal service (breakfast, lunch and breaks) and a certificate of completion from the McGill Executive Institute.

Topics covered during the program

  • Why do you negotiate?
  • With whom do you negotiate?
  • What defines successful negotiation?
  • Understand individual negotiating styles
  • Gauge your team’s skills and resources, strengths and weaknesses
  • Assess your counterpart’s profile and style
  • Characteristics of successful negotiators
  • Negotiation Case 1 – focus on styles
  • Know the five key elements in the negotiation process
  • Focus on values and needs – yours and theirs
  • Prepare for negotiations using the Negotiation Situation Analysis Tool
  • Negotiation Case 2 – planning tools and elements
  • Identify the behavioural tactics used in negotiating
  • Choose the most effective tactics for each situation
  • Assess issues and concerns
  • Negotiate by phone and e-mail
  • Tactics exercise and scenarios
  • Focus on the relationship between the negotiators
  • Identify issues and concerns
  • Reframe the issues and find common ground
  • Match the tactics to negotiation stages
  • Understand win-win negotiation strategy
  • Manage competitive and cooperative dimensions of bargaining
  • Integrate your negotiating profile, elements, tactics and stages
  • Engage with strategies and tactics of multi-party negotiation
  • Formulate a multi-party, multi-issue agreement
  • Team Negotiation Case 3 – using the integrated approach
  • Deal with difficult people
  • Manage and defuse attacks
  • Address participants’ specific challenges
  • Transfer your new skills to the work environment
  • Continue improvement using the Negotiation Situation Analysis Tool

CPD Hours

This program has been approved for 19.5 CPD hours under Section A of the Continuing Professional Development (CPD) Log of the Human Resource Professionals Association (HRPA).





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Upcoming Sessions

Please contact us for more information about an upcoming session for this program.

Looking for the online experience?

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Location

McGill Executive Institute
1001 Sherbrooke St. West,
6th floor
Montreal, QC H3A 1G5


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Morna is a first class communicator, a great teacher with a natural talent for interacting with participants. She is also funny, engaging and, most importantly, very perceptive!
Joanna Szkiela
Autodesk Inc.

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