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
J. Mark Weber, PhD