Rotman Negotiations

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.

Apply NowFEB 5-7, 2024 | $6,000 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.

Meet the Faculty and Instructors teaching in Negotiations

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.

Schedule

Day 1: Measure Success

Day 2: Increase Flexibility

Day 3: Manage People

Introduction to Negotiations
Distributive Bargaining
Integrative Bargaining
Planning & Preparation

Listening
Ethics & Negotiations
Self-Assessment

Complex Negotiations
Self-Assessment
Dispute Resolution
Graduation

Testimonials

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 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.

Apply NowFEB 5-7, 2024 | $6,000 CAD + HST

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

Payment

Payments can be made online. A deposit of 50% of the program fee (or $4,000) is required at time of application. If the full fee is not paid at the time of application, the balance of the program fee is due 30 days after receipt of invoice or 30 days before program start date, whichever is first. Fees will be refunded to those not accepted into 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 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 executiveprograms@rotman.utoronto.ca.

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).

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.