Rotman School of Management

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Rotman's Strategic Negotiations Program

Influence success. Create value.

Advance your negotiation skills, starting with the fundamentals and increasing the complexity by introducing issues, risk, ethical considerations and team and multiple-party negotiations.

Overview

Negotiation is the art and craft by which decisions are made, agreements reached and disputes resolved between two or more parties. While analytical skills are certainly helpful, you need a broad array of decision making and interpersonal skills if you want to negotiate successfully in any situation.

Rotman's Strategic Negotiations Program is designed to help you identify, implement and sharpen your negotiation skills, enabling you to confidently and comfortably ensure a successful resolution to the conflicts, problems and disagreements you have to mediate in your daily interactions.

Methodology

The experiential, hands-on approach of this program makes each learning point more salient by providing you with shared examples that illustrate concepts, models and theories. Beginning with the fundamentals and starting with the simplest of negotiations (those involving two parties negotiating over one issue), negotiation exercises will increase in complexity by phasing in issues, risk, ethical considerations and team and multiple-party negotiations.

Overview

The program experience combines multiple modes of learning to accelerate the development of your negotiation skills.

  • Learning by doing: engaging in negotiation exercises where you'll have the opportunity to negotiate with peers and explore how effective different strategies can be.
  • Learning by example: being exposed to real-life events that offer instances of success and failure, using video and case studies.
  • Learning by self-insight: making self-assessments designed to explore the role of personality, ethics and culture in your willingness to use particular strategies, and how well you respond to strategies used by others.

Key Benefits

Not only will you be able to take stock of your progress while actively taking part in negotiating with others, you'll also receive self-assessments to offer a deeper understanding of your preconceptions, knowledge, skills and abilities in negotiating.

By the end of this program you will be able to:

  • Evaluate the success of a negotiation
  • Optimize the value you can gain when bargaining
  • Lead negotiating teams effectively
  • Communicate and persuade at the bargaining table
  • Influence success and create value in your organization

Post-Program Webinar

This program includes a post-program webinar hosted by the Academic Director. During the webinar, you'll review the key program concepts and have an opportunity to discuss the implementation of the program tools beyond the classroom setting with faculty and program participants.



This program has been approved for 28 continuing professional development (CPD) hours under Section A of the continuing professional development (CPD) log of the Human Resources Professionals Association (HRPA).

HRPA Seal

Who Should Attend

This course is designed to address the broad spectrum of negotiation challenges traditionally faced by today's executives. Participants from a wide range of industry backgrounds and all functional areas are encouraged to attend.

Professionals who will benefit from this program are: 

  • Senior managers in functional units such as marketing, consulting, financial services, and entrepreneurship that require skills in bargaining and persuasion
  • Emerging leaders who want to increase their comfort-level when entering into negotiations
  • Experienced negotiators looking for new techniques
  • Leaders who are involved in complex multi-party, multi-issue negotiations

Schedule

Phase One Phase Two
  • Determining value
  • Setting goals and anchoring
  • Preparing for negotiations
  • Avoiding the winner's curse
  • Integrative bargaining
  • Building trust
  • Relationships and self-assessment
  • Multi-issue negotiations
Phase Three Phase Four
  • Ethics in negotiations
  • Risk and complex deals
  • Negotiating as a team
  • Dealing with agreement bias
  • Multi-party negotiations
  • Looking for hidden agendas
  • Building, maintaining and blocking coalitions
  • Keeping hubris in check

Apply Now

Fee: $4,950 CAD + HST

The program fee includes tuition, all program materials and class-day meals.

Application Process

Before beginning the application process, please review the application policies. To apply, complete the online application form.

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Apply NowRotman's Strategic Negotiations Program

Each application is reviewed by Rotman's admissions committee to ensure participants have the appropriate academic and work experience.

Participant Notification Process

If space is available and eligibility requirements are met, participants will receive a notice of admission within 10 days of receipt of a completed application and fee deposit.

Payment

A deposit of 50% of the program fee is required at time of application. The balance of the program fee is due 30 days after receipt of invoice or 30 days before the start of the program, whichever is first. Payments can be made online. Applicants will be redirected to a secure online payment website after completion of the application form. Deposits will be refunded to applicants not accepted to the program.

Fee Reduction

Rotman Executive Program graduates or Rotman MBA / EMBA alumni are eligible for a discount equivalent to 10% of the program tuition. In addition, partner discounts are also offered for some programs. Where program applicants are eligible for more than one discount, only the greater discount will be applied towards the tuition fee. Discounts are not redeemable for cash.

*Participants will be responsible for their own travel, accommodation and incidental costs. Participants requiring accommodation during the program are eligible for preferred Rotman rates at select hotels. For more information contact an Executive Programs representative at executiveprograms@rotman.utoronto.ca.

Dates and FeesMark your calendar

A 4-day intensive with a post-program webinar

Dates: February 5-8, 2018

Rotman School of Management, Toronto, Ontario

Fee: $4,950 CAD + HST

Questions?We’re here to help

Our Learning Advisors: Joanne and Giordano

Speak to Joanne and Giordano, our expert Learning Advisors about choosing the right program for you or your organization.

Tel: 416.978.8815

Customize this program

To customize this program, contact Matt Cass. For any other questions, reach out to a Learning Advisor.

Canada-Ontario Job Grant

Canada-Ontario Job Grant

The Canada-Ontario Job Grant reimburses employers two thirds of the training costs of their employees.

Click here to learn more.

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