Executive Education

High Impact Negotiations 

This two day course is part of the 3 day Decision-making & Negotiations Certificate and the 12 day Management Essentials Program. While the course is designed to be independent in nature, please consider whether maximum value can be obtained by taking it as part of a broader program.

Program Overview

Negotiating is a skill that must be learned by all managers. We all negotiate countless times a day to resolve conflicts, client problems or differences of opinion. But few of us have taken the time to think about what we are doing when we negotiate and how we could improve. In two highly-interactive days of learning, you will analyze your own negotiating style, develop a practical understanding of effective negotiating behaviours, and improve your ability to plan and conduct successful day-to-day negotiations.

Learning Outcomes

  • Develop a practical understanding of key negotiations processes using current models
  • Identify your strengths and weaknesses as a negotiator, while analyzing those of the other negotiators
  • Plan for successful negotiations by setting appropriate goals, defining the issues, and gathering necessary background information
  • Understand how to maximize negotiating effectiveness using strategic, systematic, rational and analytical approaches
  • Select negotiating strategies and tactics which are appropriate in the situation
  • Practice communicating, persuading and using power effectively during negotiations
  • Consider how to create win/win outcomes with other parties
  • Continually evaluate and improve your ability to negotiate effectively

Who Should Attend?

  • Mid-level to senior managers
  • Small business owners and entrepreneurs


Terry Daniel // PhD, MS, BEng

Terry Daniel is a faculty member of the Alberta School of Business. Terry holds a PhD from Stanford University, a Master of Science from MIT and a Bachelor of Engineering from the University of McGill. He served as Associate Dean of Alberta’s MBA program from 1990 to 1995 and has taught in both the graduate and undergraduate programs at Alberta as well as in the joint Executive MBA program offered by Alberta and the University of Calgary and at the Banff School of Advanced Management. In addition, he has offered decision analysis and negotiation workshops and consulted for numerous private and public sector organizations