Negotiating for Success
Conclude win-win agreements with collaborative negotiations
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
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).
Programs to Consider
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Montreal, QC H3A 1G5
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