Negotiating and Consensus-Building
Become a successful negotiator
2-Day Program
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.
Queen's Executive Certificates
This program may be taken as one of the requirements for the following Queen's Executive Certificate Programs:
- Applied Leadership
- Human Capital Management
- Leading the Sales Organization
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
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
Program content
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
Session leaders include senior professors from Queen's 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.
Mr. Shai Dubey - Business Law, Negotiations & New Venture Management, Queen's School of Business
Shai Dubey is Director of the Queen’s Full-Time MBA and Master of International Business programs. As a member of the Queen’s School of Business faculty, he teaches Business Law in several of the School’s programs. He is also a corporate commercial lawyer and has practiced law at several major law firms in Toronto. He has been retained by many organizations to provide advice on corporate governance issues, and has extensive experience in negotiating major business transactions.
Mr. Rick Jackson - Negotiations and Conflict Management, Queen's School of Business
Rick Jackson is an outstanding educator and one of Canada’s leading experts on dispute resolution. He is in high demand as a consultant and third-party neutral. He has served as an arbitrator under the Ontario Labour Relations Act and Canada Labour Code, and as an arbitrator and mediator in business disputes. He is a frequent guest speaker on labour relations, arbitration issues, and dispute resolution.
