Negotiation Essentials

Successfully conclude distributive, integrative, and multi-party negotiations in the workplace


This action-oriented program will improve your bargaining power and provide you with a variety of practical strategies and tactics to become a successful negotiator in any context. Essential negotiation principles and techniques are explored through role-plays, case studies, and videotaped simulations. Self-analysis, feedback, and debriefing will help you analyze and improve your style. You will learn how to prepare for and engage in different types of negotiation, including distributive, integrative and multi-party negotiations.

Key Benefits and Takeaways

  • Gather information and plan negotiations that succeed
  • Adapt your negotiation style to any situation
  • Know when an agreement can be reached and when to walk away
  • Negotiate one-on-one, in teams, and with multiple partners and issues
  • Use your negotiating ability to influence others
  • Improve your decision-making skills

This program is for all negotiators – from neophytes to veteran negotiators – including managers, executives, entrepreneurs, lawyers, and professionals who work in business development, sales, purchasing, marketing, fundraising, labour relations, and project or product management.

The registration fee includes facilitation by our highly rated faculty members, course materials, results-oriented exercises, meal service (continental breakfast, lunch and breaks)*, and a certificate of completion from the McGill Executive Institute.

*Meal service is included for in-person programs only.

Topics covered in this course

  • Why do you negotiate?
  • With whom do you negotiate?
  • How do you prepare for negotiations?
  • What defines successful negotiation?
  • Understand conflict management styles
  • Gauge your team’s skills and resources, strengths and weaknesses
  • Assess your counterpart’s profile and style
  • Identifying mixed motive situations
  • Interdependence and conflict at work
  • Understanding “fixed pie” or distributive negotiation
  • Strategies and tactics for distributive or negotiation
  • Distributive negotiation at work
  • Understanding “win-win” or integrative negotiation
  • Strategies and tactics of integrative negotiation
  • Cognitive Biases
  • Contract negotiation
  • Integrative negotiation at work
  • Why do ethics matter in negotiations?
  • Ethically ambiguous negotiation tactics
  • Multiparty negotiation and coalitions
  • Preparing for multiparty negotiations
  • Formulate a multi-party, multi-issue agreement
  • Task force negotiations


Course Leaders

headshot of Mark Weber

J. Mark Weber, PhD


J. Mark Weber, PhD

J. Mark Weber is the Eyton Director of the Conrad School of Entrepreneurship & Business at the University of Waterloo (UW), ranked Canada’s most innovative university for 26 consecutive years. Prior to his current role, Mark was the inaugural Director of the Graduate Diploma in Social Innovation at UW and served on the faculty of the Rotman School of Management and UTM at the University of Toronto. He also taught courses at Northwestern University, INSEAD, and the Ross School of Business at University of Michigan. He earned his PhD in Management and Organizations at the Kellogg School of Management, Northwestern University, and also holds a masters degree in social psychology and an MBA.

Mark is an award-winning teacher and researcher. He consults extensively and has provided training and coaching to executives and professionals in the financial services, professional services, technology, telecommunications, broadcast media, entertainment, automotive, pharmaceutical, healthcare and education sectors, and in government at all levels. He also facilitates strategic planning for not-for-profit and for-profit organizations alike. Mark’s early achievements included both national and international awards for public speaking and debating. His pre-academic professional experiences included managerial and leadership roles in municipal government, the financial services sector, and in not-for-profit organizations.

Mark’s research focuses on leadership, cooperation, negotiations, decision-making, and trust. His work has been published in outlets like Research in Organizational Behavior, Journal of Personality and Social Psychology, Organizational Psychology Review, Culture and Negotiation: Integrative Approaches to Theory and Research, Social Psychological and Personality Science, Trust and Distrust across Organizational Contexts: Dilemmas and Approaches, and Personality and Social Psychology Review