2-day in-class workshop
Effective negotiation skills are becoming increasingly important in a modern world characterized by rapid change, globalization, and diversity. Whether you are a professional closing a major deal, an expert handling a crisis, or a manager attempting to negotiate an intra-organizational conflict, a strategic approach to negotiating that leads to productive agreements is critical for continued success.
Expert negotiators select appropriate strategies and tactics to respond efficiently and effectively to constant changes, challenges and opportunities for generating optimal settlements. This workshop will equip you with the same tools; focusing on skill-development it will provide an overarching strategic negotiating framework and approach that is flexible to suit each individual style, skill-set, and situation. While sound concepts offer a foundation for effective negotiating, thoughtful application and repeated practice are central to becoming a successful negotiator and strategic negotiating skills need to become a habit.
What You Will Learn
- Core Objectives
- To develop a strategic framework for negotiations (the 3D framework)
- To understand the various elements of the three dimensions of the framework
– Designing the Settlement
– Setting the Context
– Engaging in Effective Tactics
- To understand how the concepts of anchors, framing and the principles of persuasion are critical to effective negotiation tactics
- To understand what “win-win” negotiation means and how to create such a situation when designing a settlement
- To understand the underlying contextual reasons for unequal power in negotiations and ways for the weaker party to manage the lack of power, and
- To understand the Challenges of, and solutions to, Multiparty-Multi items negotiations.
Learning negotiating skills is best achieved through practice. This workshop will combine a mix of exercises, presentations, videos, discussions and debriefings. You will be negotiating with colleagues to test and apply what you have learned. Group discussion and analysis will help determine what went right, what went wrong, why, and what can be done better next time.
Day One: The 3D Framework and Effective Table Tactics
9.00 – 9.15 am: Introduction (Workshop and participants)
- Success Factors in Negotiations
- 3D Framework for Negotiating
- Energetics Meets Generex Simulation
10:15-10:30 am: Break
10:30 -12:00 pm: Key Elements of Effective Tactics
- Persuasion (Video)
Design Settlement (Creating Value)
1.00 – 2.00 pm: New Recruit Simulation
2.00 – 2.15 pm: Break
2.15 – 4.00 pm: Value Creation Strategies
Day Two: Negotiating under Unequal Economic Power
9:00-10:00 am: Reed versus YPEC Simulation
10:00-10:15 am: Break
10:15 -12:00 pm: Overcoming the lack of economic power
- Ways of improving economic power
- Enhancing the power of persuasion
- Using personal power
- Engaging external audience
Multiparty, Multi-items Negotiations
1:00-2.45pm: Tower Market Simulation
3:00-3.45pm: Managing Multiparty Negotiation
3.45-4:00pm: Summary – Putting together the 3D framework
This course is recommended for those who engage in negotiations of any kind – contracts, collaborations, sales, procurement, labour arrangements, strategic alliances, joint venture deliberations, promotions, etc. It is designed for people in private and public organizations regardless of the scope and scale of the negotiations they encounter. All professionals (analysts to senior managers) who have to deal with situations where different interests, preferences, and goals are at play will benefit from the structured framework offered to approach negotiations. This practical course will benefit:
- Program and project managers
- Sales representatives
- Procurement officers
- Contract negotiators
- Labour negotiators
- HR professionals
- Settlement negotiators
- Liaison officers
- Taskforce leaders
- Multifunctional team leaders
- Account managers
- Joint venture managers
- Engineering and design professionals
Fees and Cancellations
Course tuition for the Effective Negotiation Skills course includes:
- lunch and refreshments
- course materials
$1254.75 ($1195 plus G.S.T. including refreshments, lunch and all course materials).
- Save 10% per registrant with a group registration: 3 or more people from the same organization registering at the same time.
- Seating is limited so register today! Please fill out the online registration form and select 10% group discount as the payment option.
*Discounts cannot be combined with any other discount or special offer.
A full refund can be issued for written cancellations received a minimum of 21 days before the program start date. Cancellations received with less than 21 days’ notice will be refunded less a $200 administration fee.
Dr. Ignace Ng, BA, MA, PhD
Professor of International Management, Director, Masters of Global Business program
Ignace Ng teaches in the areas of cultural intelligence and leadership, negotiations, and human resources management to undergraduate, graduate and EMBA students. He has received several teaching awards, including the 2009 UVIC Business Outstanding Teaching Award of Excellence. His 2007 Teaching Innovation Award of Excellence was in recognition of his various programs designed to enhance the cultural sensitivity of participants as well as bridging the cultural gap between various cultural groups including Malaysians, Chinese, Taiwanese, Austrians and Canadians. In addition to the University of Victoria, Dr. Ng has taught at the University of Saskatchewan, the Chinese University of HK and the National Sun Yat Sen University (Kaohsiung). Further, Dr. Ng has presented at numerous institutions/conferences in Canada, Japan, Korea, Taiwan, Thailand, Hong-Kong, China, Singapore, Malaysia and Macau.
His current research in interpersonal networks has led him to explore gender differences in networking as well as the performance impact of networking. His research has been published in the International Journal of Human Resource Management, Gender and Management, and Organizational Studies. His work has also appeared in the Canadian Journal of Administrative Sciences, Asia Pacific Journal of Management and Journal of Business Ethics.
Dr. Ng has also worked on several CIDA projects in Northern Malaysia in the areas of rural business development, knowledge transfer and micro financing. His involvement included negotiating with, and training, government officials, village chiefs as well as professors from the University of Northern Malaysia. He is currently involved in negotiating degree and executive programs with several Chinese Universities on behalf of Gustavson School of Business.
Project Management & Engineering Credits
Engineering Institute of Canada (EIC) Professional Development Hours (PDHs)
Attendees to this program are entitled to 14 Professional Development Hours (PDHs) verified by the Engineering Institute of Canada (EIC).
Instructor was very knowledgeable and explained all the concepts clearly. Very useful information that I could implement right away.
It is very rare that I feel completely fulfilled by the course. It was very insightful and much value was extracted.
Very practical I would highly recommend this course and instructor.
Great course and useful for my job – would recommend!
I negotiate deals for my job. This course was very helpful and will provide me new tools to do so!