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.
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.
Rotman Executive Program faculty are known for their ability to translate the latest research into practical applications for the workplace, and to transmit skills to participants with the best teaching techniques. Industry leaders contribute to our programs to bring you the most up-to-date best practices and a wealth of real-world experience.
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.
Day 2: Increase Flexibility
- Introduction to Negotiations
- Distributive Bargaining
- Integrative Bargaining
- Complex Negotiations
- Insights Exchange
- Negotiating Ethics
- Dispute Resolution
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
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.
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.
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 firstname.lastname@example.org.
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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