Rotman School of Management, University of Toronto

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Negotiations

Previously titled Executive Negotiations: Influence and Persuasion

Influence success. Create value.

Sharpen your ability to maximize value.

You negotiate all the time—whether it’s with clients or partners, vendors or colleagues, leadership or new hires. Successful negotiations require personal-awareness, preparation and practice.

Rotman’s Negotiations program gives you proven strategies to navigate complex situations so you can create value and enhance key relationships.

In just three days, you’ll be guided from simple, everyday situations to complex scenarios through interactive simulations, extensive feedback and insights from real-world examples.  

Apply NowNOV 25–27, 2019 | $5,950 CAD

Meet the Faculty and Instructors teaching in Negotiations


Geoffrey Leonardelli, Featured Faculty

Geoffrey Leonardelli

Associate Professor, Organizational Behaviour & HR Management, University of Toronto

Geoffrey Leonardelli is an Associate Professor of Organizational Behavior and Human Resource Management at Rotman (with a cross-appointment to the Department of Psychology). His research targets how people can harness knowledge about themselves to enhance their leadership, team dynamics and negotiator effectiveness, with some emphasis on international relations. Geoff created Rotman’s course on “Leading Teams” and teaches managerial negotiations. He has published in the Journal of World Business, Psychological Science, and Advances in Experimental Social Psychology and serves on the editorial board of the Journal of Experimental Social Psychology.

Practical, applied learning.

Whether you’re a seasoned negotiator looking for a formal refresher or an experienced leader looking to broaden your skillset, you’ll leave the program with enhanced skills to create and optimize value. Accelerate the development of your negotiation skills by:

  • Practicing and evaluating different negotiation strategies
  • Analyzing real cases for insights
  • Using quantitative and qualitative feedback to sharpen your negotiating style, ethics, and strategies at the bargaining table
  • Gain deeper insight through our Negotiator Self-Assessment.

Schedule

Schedule

Day 1: Measure Success

  • Introduction to Negotiations
  • Distributive Bargaining
  • Integrative Bargaining 

Day 2: Increase Flexibility

  • Listening
  • Complex Negotiations
  • Self-Assessment

Day 3: Manage People

  • Insights Exchange
  • Negotiating Ethics
  • Dispute Resolution

Testimonials

Testimonials

I closed a deal that may have previously ended in an impasse by using a creative approach introduced by this program.

Brett Story | Co-Founder
LoHi Merchant Bank, Denver


Daily results

Not only will you be able to take stock of your progress each day, you'll also achieve a deeper understanding of your preconceptions, knowledge, skills and abilities in negotiating. By the end of the program you will be able to measure the success of a negotiation, optimize value, and lead negotiating teams effectively to create value for your organization.

Apply NowNOV 25–27, 2019 | $5,950 CAD

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.

Application Process

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

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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 and Fee Reduction

Payment

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 and Rotman alumni are eligible for a 25% discount on this program. Discounts cannot be combined but we will honour the greater discount amount towards the program fee. For more information on additional discounts, visit RotmanExecutive.com/Discounts. 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.


HRPA Seal

This program has been approved for 21 continuing professional development (CPD) hours under Section A of the continuing professional development (CPD) log of the Human Resources Professionals Association (HRPA).

 


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Dates and Fees

A 3-day hands-on program

Calendar

Dates:
November 25–27, 2019

Home

Location:
Rotman School of Management, Toronto, Ontario

Persons

Participant profile:
Experienced managers, executives and mid-level professionals 

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Fee:
$5,950 CAD

Apply NowNegotiations


Featured Article

Strategic Negotiations Program


The Prospecting Negotiator »

Negotiators who focus on opportunity are more likely to find better deals for themselves and, if the circumstances allow, better deals for their counterparts too.


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