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 David Saunders

David M. Saunders, PhD


David M. Saunders, PhD

David Saunders is Professor (Administration) at Desautels Faculty of Management, McGill University. David has over 20 years of experience as Dean, leading two business schools to the prestigious Financial Times ranking, and driving the schools’ globalization and strategic growth. David has created more than 100 strategic partnerships around the globe.  He has served on the board of CEIBS (China), and the international advisory boards of SKEMA (France) and Schaffhausen Institute of Technology (Switzerland). David has also forged exclusive strategic relationships with both private (e.g., IBM) and public sector (e.g., The Canadian Olympic Committee) organizations to provide tailored business education to their needs. He served as Chair of the EQUIS Awarding Body and Vice-Chair of the AACSB Initial Accreditation Committee, as well as a board member of both EFMD and AACSB. He is also currently Executive in Residence at Forthlane Partners, a multifamily office based in Toronto.

David is an expert in negotiation and change management, most recently working with organizations that are in the process of digitalizing. In addition to teaching on numerous executive education and professional Masters programs, he has consulted to many diverse organizations throughout his career, including the Bank of Nova Scotia, Unilever, Bantrel, Oerlikon Aerospace, Hydro-Québec, Teleglobe Canada, Lantic Sugar, Computer Imaging and Graphics, International Aviation Management Training Institute (IAMTI), and the Institute of Canadian Bankers (ICB).

David has a rich background as a researcher, and is co-author of the world's three largest selling negotiation textbooks, among numerous other books and papers. He earned a PhD in social psychology from Western University in Canada.