Certificate in Advanced Negotiations

Negotiation Capability for High-Stakes Decisions

Negotiation is increasingly recognized as a core leadership capability. With 93%* of leaders at billion-dollar companies calling for a Chief Negotiation Officer role, organizations are placing greater importance on effective persuasion and agreement-building at the senior level. This program focuses on developing practical negotiation skills and strategic approaches that support sound decision-making and constructive outcomes in complex business settings.

Negotiation and Influence for Effective Decision-Making

As organizations engage in more complex partnerships and stakeholder relationships, the ability to negotiate effectively has become increasingly important. Beyond technical knowledge, leaders are expected to approach discussions with clarity, adaptability, and well-developed communication skills to support constructive outcomes across a range of organizational contexts.

Participants explore the distinction between influencing and informing, review the four phases of effective influence, and identify personal sources of power. Through discussion and real-life examples, they practice strategies for influencing with and without authority.

This session introduces negotiation as an influencing process. Participants learn the four stages of negotiation, apply preparation tools, and complete a negotiation style assessment. Activities focus on recognizing different negotiation styles and adapting to others through role-play and reflection.

The focus shifts to handling high-stakes and competitive situations. Participants examine the effective use of the ‘forcing’ style, practice countering hardball tactics, and analyze resistance in negotiations. They also connect change management science to influencing others toward acceptance.

The final session emphasizes trust and collaboration. Participants practice constructive disagreement, explore how to achieve win-win results, and engage in a program wrap-up with reflection, action planning, and next steps for applying skills back at work.

Prepare for a leadership role across industries such as project management, business development and systems with practical techniques for workplace negotiation and communication skills.

Current team leads in various positions, such as supervisor, specialist, and manager will gain negotiation skills to advance to senior leadership roles.

This 2-day program is a quick and convenient way to become a more impactful speaker and business negotiator.

Set yourself apart as an expert in business discussions and negotiations by applying the tools and techniques taught in this program.

Train with top-rated Schulich ExecEd instructors that are consistently ranked among the world’s best.

Schulich ExecEd students gain the confidence, skills and perspective to attain better roles, launch new ventures, and lead their teams to new heights.