Successful Business Negotiating Strategies for Managers

  • Negotiating is a “must-have” skill for all managers. Learn proven techniques to communicate, persuade and use power effectively during negotiations.

    Now, more than ever before, negotiating for business requires great agility to adjust to new situations in different settings, involving working remotely, communicating virtually, and interacting in person under new social distancing guidelines. To succeed in these uncertain times, business negotiators need to develop special skills and new behaviors that enable them to be more productive, resilient, focused, and adaptable.  These include planning more efficiently; responding more strategically; communicating more persuasively; and adapting with more flexibility.

    High-Interactive Format: Small breakout team discussions, real-time negotiation practice with constructive feedback, videos showing best practices, and activities to apply negotiation strategies and techniques

    Useful Tools and Templates

    • Your negotiating style: Using it to your advantage both virtually and in person
    • Preparation checklists: For both virtual and in-person negotiations
    • Negotiation resource kit: Strategies and techniques to refer to when negotiating

    Relevant Course Focus

    • Planning to negotiate virtually and in-person: tools, templates, and techniques
    • Managing the negotiation process proactively: Adapting behaviors and applying strategies
    • Building trust and commitment: In different settings, with and without full authority
    • Becoming A More Agile Negotiator: Ongoing simulation practice and feedback
    • Overcoming Negotiation Obstacles: Discussion, solution brainstorming, and action planning

    Who Should Attend

    This is one of our highest-rated and most popular skills development courses. Those who regularly attend the program include:

    • General managers and business managers
    • Business officers and directors
    • Division managers
    • Training, HR and industrial relations specialists
    • Sales, Marketing and Account Managers
    • Project managers, team leaders and supervisors
    • Senior managers and Branch managers
    • Public sector managers
    • Development managers
    • Regional, national and international managers

    What You Will Learn

    • Develop a practical understanding of four key negotiations processes using current models
    • Plan for successful negotiations by setting appropriate goals, defining the issues and gathering necessary background information
    • Create win/win outcomes with other parties
    • Maximize negotiating effectiveness using strategic, systematic, rational and analytical approaches
    • How to lay the groundwork for productive negotiations
    • Identify your strengths and weaknesses as a negotiator
    • Analyze the strengths and weaknesses of the other negotiator(s)
    • Select negotiating strategies and tactics which are appropriate in the situation
    • Communicate, persuade and use power effectively during negotiations
    • Recognize when third-party assistance would be helpful
    • Deal effectively with cultural differences in negotiations
    • “The course provided participants the opportunity to apply negotiation tools learned through workshops. This reinforced the learning to be taken back to the office.”

      W. AtkinsonExecutive Director, Business Development, Canadian Broadcasting Corporation
  • Course content details

  • Additional delivery options

    Adapt this program to your organization with these additional delivery options.

  • Program details

    Next sessions
    • November 2, 2020 - November 4, 2020
  • PMI, PMBOK, PMP, and PMI Registered Education Provider logo are registered marks of the Project Management Institute, Inc. The Schulich Executive Education Centre is a PMI Registered Education Provider (R.E.P.), as designated by the Project Management Institute (PMI).

    This program has been approved for CDP hours under Section A of the Continuing Professional Development (CPD) Log of the Human Resource Professionals Association (HRPA). Be sure to note the program ID number on your CPD log. For more information about certification or continuing professional development, visit the HRPA website at