Purpose and Impact

Knowing how to negotiate is critical. Negotiation isn't about winners and losers, whether between suppliers, clients, other managers, or external stakeholders. It’s about aligning resources appropriately and creating value.

Throughout Collaborative Negotiation, you’ll learn the essential skills: how to identify the need and opportunity for negotiations; how to be confident; how to prepare, lead, and adapt during negotiations.

This program is rooted in experiential learning. You’ll be challenged to negotiate with fellow participants, receive feedback, and reflect on your performance. You’ll leave confident in your ability to negotiate successfully.

Participant Profile

Collaborative Negotiation is designed for all aspiring and established leaders responsible for cooperative projects both within and between organizations. The techniques and lessons in this program can be applied to any organization, role, or functional area across the public, private, and not-for-profit sectors.

Participants commonly include individuals in management to C-suite roles.

Learning Outcomes

Identifying opportunities to create value

• Determine the benefits and potential risks of negotiating.
• Effectively prepare for negotiation through research, data analysis, and strategic planning.
• Listen actively to better understand the other party’s concerns, needs, and interests.

Adapting your negotiation approach

• Learn how to negotiate effectively in a variety of situations, ranging from single issue, two-party negotiations to multi-issue, multi-party negotiations.
• Balance confidence, assertiveness, patience, persistence, respect, and empathy for your negotiating partners.
• Articulate your position with clear, persuasive messaging to find a mutual agreement. Leverage candour to create shared value.

Developing confidence through simulations

• Practice a wide variety of negotiation scenarios, including one-on-one and group-on-group negotiations, negotiations with multiple partners, and one-off and repeated negotiations.
• Experience executing and receiving a variety of different negotiation strategies.
• Receive valuable feedback on your newly-acquired negotiation skills in a risk-free environment.

Return on Investment

Participant Testimonials

Fees

$5,990 CAD

The program fee covers program materials, meals, and hotel accommodations for sessions at our Ivey Spencer Leadership Centre. Program sessions offered in Toronto and Calgary include program materials, breakfast, and lunch; participants are responsible for accommodations and meals outside of program hours. Program fees are tax-exempt.

Applications must be submitted no later than 14 days before the start of the program.

FAQs

Can I reserve a spot in the program?

Seats in Collaborative Negotiation may be reserved for a limited time pending availability. Contact a program advisor to request a reservation. A program application must then be confirmed within 15 business days, and no less than 30 days before the program start date.

When are new program dates announced?

Programs are offered throughout the year in Calgary, London, Toronto, and online. Contact us to receive a notification of new dates for specific programs.

How should I prepare before attending the program?

Our Program Managers will contact all registered participants prior to the program start date with instructions to join our online Learning Management System. Once logged in, you can create a class profile, view other participants' profiles, and access a list of assigned pre-reading, cases, and activities. Plan to review and complete preparation work in advance of each class session.