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Negotiation Foundations: A Real-time Virtual Experience

Influence success. Create value.

You negotiate all the time—whether it's with clients or partners, vendors or colleagues, leadership or new hires. Successful negotiators are equipped with self-awareness, preparation and practice. This special live virtual offering is packed with rapid fire case studies, individual, pair and group exercises. 

Get proven strategies to navigate complex situations, create value, and enhance key relationships. We'll guide you from simple, everyday situations to complex scenarios through interactive simulations, extensive feedback and insights from real-world examples. You will also learn how to adapt your negotiation strategies to succeed in the remote work environment you're currently navigating because of the COVID-19 crisis.

Flexible Learning Design during COVID-19

Don't feel alone while you learn online. We've designed this program to respect both the current challenges of working from home while maintaining and building connections with a class of your peers across different industries and organizations. You'll still gain the networking and learning benefits of our in-class programs while learning from the comfort of your own home with a schedule adapted to your current needs.

This program also includes a self-assessment to help you identify your baseline negotiating preferences so you have a strong understanding of areas to target during the program.

Stay in the loopWe'll let you know when we've added additional dates for this program

Geoffrey Leonardelli, Featured Faculty

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.


Each day is 3.5 hours of class time including breaks. Class runs from 12:00 – 3:30 pm EDT. An optional 45 minute orientation session runs one week prior to the program

Day 1

Day 2

Day 3

Day 4

  • Introduction to Negotiations
  • Measuring Success
  • Building Relationships
  • Complex Negotiations

I need this program because:

  • I negotiate regularly but want to upgrade my skills
  • We make large purchases regularly but I worry we're not getting the best price or the most value.  
  • I want to improve relationships with my key clients while still adding to my organization's bottom line.
  • I deal with difficult people and situations regularly and need to better manage these interactions.

Stay in the loopWe'll let you know when we've added additional dates for this program

This program qualifies for the Excellence in Executive Leadership Certificate

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.

Technical Requirements

This program will be delivered over Zoom and requires access to this platform. Terms and conditions for Zoom usage can be found here: program requires a stable internet connection, the latest version of the Google Chrome internet browser, and use of a microphone. Access to a webcam is preferred but optional.

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.


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.

This program is not eligible for any discounts.

This program can count towards earning your Excellence in Executive Leadership certificate. Join an elite circle of leaders building their own path to professional development and receive official recognition from the University of Toronto Rotman School of Management.


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Dates and fees

4 half-day sessions 

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Participant profile:
Any professional who uses negotiation in their career, including those in sales, representatives from professional associations, management, human resources, and operations and IT leaders; those who make purchases for their organizations, and those who want a leg up during salary negotiations

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Featured article

Strategic Negotiations Program

The Prospecting Negotiator ยป

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.