Rotman School of Management, University of Toronto

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Executive Negotiations: Influence and Persuasion

Previously titled Strategic Negotiations

Influence success. Create value.

Advance your negotiation skills.

At Rotman we believe the best way to learn is by doing. To develop your negotiation skills the most effective method is a combination of hands-on practice in a safe environment combined with real world examples and feedback. 

Rotman’s Executive Negotiations: Influence and Persuasion program will guide you through negotiation exercises beginning with simple situations and culminating in complex group negotiations.  

Meet the Faculty and Instructors teaching in Executive Negotiations: Influence and Persuasion

Geoffrey Leonardelli, Featured Faculty

Geoffrey Leonardelli

Associate Professor, Organizational Behaviour & HR Managemen, 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.

In five days we will accelerate the development of your negotiation skills through

  • Practice negotiations to evaluate different strategies
  • Exposure to real-life events that show success and failure
  • Self-assessments on personality, ethics, culture and strategic preferences
  • Quantitative and qualitative feedback from peers in the program to give you a better sense of how others perceive you at the bargaining table



Module 1

  • Introduction and fundamentals
  • Planning and managing complexity
  • Ethics in negotiations 

Module 2

  • Managing relationships and teams
  • Influence and panel discussion
  • Coalitions



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 receive a deeper understanding of your preconceptions, knowledge, skills and abilities in negotiating. By the end of the program you will be able to evaluate the success of a negotiation, optimize value, lead negotiating teams effectively, communicate and persuade, and influence success to create value for your organization.

Apply NowExecutive Negotiations: Influence and Persuasion

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


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 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


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).


Looking for something else?You might also be interested in one of these related programs

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DownloadProgram information sheet

Dates and FeesMark your calendar

A 5-day program (two 2.5-day modules)


Module I: Oct 28–30, 2019
Module II: Nov 25–27, 2019


Rotman School of Management, Toronto, Ontario


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


$10,900 CAD


Questions? We're here to help!
Speak to our expert Learning Advisor about choosing the right program for you or your organization.

Tel: 416.978.8815

Apply NowExecutive Negotiations: Influence and Persuasion

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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