Rotman Power, Influence & Emotion in Negotiations
Managing the Interpersonal Dynamics in Negotiations
Go beyond strategies and tactics to fine tune your deal-making skills and gain confidence in structuring agreements — even in high conflict situations. Understand, identify and leverage the emotions and complex interpersonal dynamics at play in negotiations by immersing yourself in intense simulations so you are better prepared to influence outcomes.
Rotman's Power, Influence and Emotion in Negotiations (formerly Advanced Negotiations) addresses the more complex interpersonal processes you experience during a negotiation. That could mean disputes, multi-party dynamics, or social influence and networking.
Practice applying principles to tough situations through continuous and varied exercises. Next, debrief the simulations with your peers in lively discussions as faculty help you draw lines between your experience and established theory and research.
From small groups to large complex negotiation exercises, you’ll identify and correct personal negotiating blind spots and build on strengths with immediate feedback. You’ll observe and learn from the different approaches of your peers in mock negotiations set in difficult settings.
Finally, you’ll synthesize insights gained throughout the program to emerge more confident in your ability to influence and shape outcomes in complex deals.
This program focuses on the interpersonal and emotional dynamics of negotiations — both simple and complex. For strategies and tactics of negotiations, consider our Negotiations Program.
What You'll Learn
- Identify sources of power and influence
- Practice strategies to diffuse conflict
- Learn to leverage social networks to your advantage
- Manage multi-party, multi-interest negotiations
- Understand coalition dynamics and identify shared and opposing interests
- Identify situations where third party mediation should be leveraged
- Anticipate and counter strategies used by hard bargainers
- Understanding how different needs can get met in a variety of ways
- Get deeper personal insights through multi-tiered feedback
Professor, Organizational Behaviour & HR Management, University of Toronto
Geoffrey Leonardelli is 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.
- Program & Negotiation Intro
- Power & Emotion
- Conflict Resolution
- Self-Assessment Debrief
- Key Learnings
- Networking Session
Class runs from 8:00am-4:30pm EDT + 1 hour evening networking session (5:15-6:15pm EDT). There is an optional 45 minute orientation session the week prior to the program.
- Social Influence
- Multi-Party Dynamics
- Key Learnings
- Program Review
Class runs from 8am-4:30pm EDT
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.
Payments can be made online. Applicants will be redirected to a secure online payment website after completion of the application form. 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. Deposits will be refunded to applicants not accepted to the program.
This program has been approved for 15 CPD hours under Section A of the Continuing Professional Development (CPD) Log of the Human Resource Professionals Association (HRPA).
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