Rotman School of Management, University of Toronto

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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.

Apply NowAPR 22-27, 2021 | $3,400 CAD + HST


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.


Schedule

Each day is 3.5 hours of class time including breaks.

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.

Apply NowAPR 22-27, 2021 | $3,400 CAD + HST

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: https://zoom.us/termsThis 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.

*Are you using Internet Explorer? Have you updated Chrome or Firefox lately? 
Due to new browser security requirements, those using older or incompatible browsers may encounter technical difficulties. If you encounter a blank screen when you try to start your online payment process, please see our Having Trouble? page.

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

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.




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Dates and fees

4 half-day sessions to accommodate a work/life balance during COVID-19

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Dates:
April 22-23 & 26-27, 2021

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Location:
Live online 

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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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Fee:
Special Online Fee: $3,400 CAD + HST
(Valued at $4,250 CAD + HST)

Apply NowNegotiation Foundations: Real-time Virtual Experience


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.


© Rotman School of ManagementThe Rotman School of Management is accredited by the Association to Advance Collegiate Schools of Business (AASCB)