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Ivey Strategic Business Negotiations Program

Build confidence and successful business outcomes.

Effective negotiations build your reputation and relationships. Whether between suppliers, clients, other managers, or external stakeholders, negotiation isn’t about winners and losers, it’s about aligning resources appropriately and creating value.

Throughout the Ivey Strategic Business Negotiations Program you will learn the essential skills required to successfully identify the need and opportunity for negotiations, the way to prepare, lead and adapt during negotiations.

The Ivey Strategic Business Negotiations Program is rooted in experiential learning: you’ll be challenged to engage in negotiations with fellow participants, receive feedback and reflect on your own performance. You’ll leave confident in your ability to conduct successful negotiations and implement agreements effectively.

Upcoming Sessions

Join us for one of our upcoming sessions.

Sending multiple employees? This program is offered in a customized format for groups of 15+. Contact us for details.

Who Should Attend?

Mid- to senior level leaders who want to master negotiation skills to create value within their immediate teams and larger organization.

What You Learn

Simulations will expose you to a wide variety of negotiation, including one-on-one and group-on-group negotiations, negotiations with multiple partners, and one-off and repeated negotiations. It’s more than new knowledge and ideas: you will actually practice and refine your negotiation skills. 

Identify opportunities to create value through negotiation

  • Recognize the conditions under which negotiating is the best way to accomplish your objectives
  • Determine the benefits and potential risks of negotiating 

Improve your ability to prepare for and manage the negotiation process

  • Become proficient in identifying your objectives, determining your position of strength, building a plan, obtaining internal support, reaching agreements, and maintaining relationships

Adapt your negotiation approach to different circumstances

  • Learn how to negotiate effectively in a variety of situations, ranging from single issue, two-party negotiations to multi-issue, multi-party negotiations
  • Master effective negotiations with standing relationships
  • Formulate strategies for team negotiating

Develop confidence in your negotiation skills through real-world simulations

  • Improve your understanding of your own negotiation style, build on your strengths, and address specific areas for improvement
  • Practice how to effectively  position your objectives, identify opportunities to create value for both negotiating parties, and claim value in a way that helps maintain long-term relationships
  • Experience a variety of different negotiation strategies through realistic negotiation exercises
  • Receive valuable feedback on your newly-acquired negotiation skills in a risk-free environment

How You Learn

This is Not about Text Books and Lectures

If you are having a hard time imagining yourself in a classroom again, keep in mind that the Ivey Strategic Business Negotiations Program is designed with busy leaders in mind. It is an engaging, interactive experience that draws on the vast perspectives that you and your classmates will bring to the program.Our real-world method of learning is not about textbooks and lectures – it’s about learning by doing. You’ll put yourself in the role of decision-maker and take on real challenges faced by real companies to gain practical hands-on experience. You’ll come away with new knowledge and ideas that are directly applicable to your business and that will have immediate impact. 

Create Immediate Impact

Throughout the program, you will track your learning outcomes and pinpoint specific initiatives to implement. You leave knowing exactly how you will apply your new knowledge and skills, and a self-developed implementation plan to start your impact once back in the office.

Faculty

Fernando Olivera

Faculty Director
Fernando Olivera

Fernando Olivera is an Associate Professor in Organizational Behavior at the Ivey Business School. He joined the Ivey Faculty in 1998. He earned a Ph.D. and M.S. in Industrial Administration from the Graduate School of Industrial Administration at Carnegie Mellon University and a B.S. in Electronics Engineering from the Instituto Tecnologico y de Estudios Superiores de Monterrey, Mexico.

Olivera's primary research interests are in the areas of organizational memory, group and individual learning, and the impact of communication technology on group work. His work has been published in the Academy of Management Review, Small Group Research, the Journal of Management Studies, the Research on Managing Groups and Teams book series, and other books and conference proceedings. He co-edited the volume Organizational Learning and Knowledge Management: New Directions. He has presented his work at various academic conferences, including the Academy of Management Annual Meetings, the Society of Industrial and Organizational Psychology, and the Institute for Operations Research and the Management Sciences. He is a member of the editorial review board of the Journal of Organizational Behavior.

Professor Olivera teaches courses in Organizational Behavior and Interpersonal Negotiations in Ivey's MBA, EMBA and Ph.D. programs.

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A.C. (Ann) Frost

A.C. (Ann) Frost

Associate Professor

Where You Learn

Ivey Spencer Leadership Centre

London, Ontario, Canada

Housed in a Georgian manor situated on 30 beautifully landscaped acres of parkland, Ivey’s residential executive centre is minutes from Western University and the Ivey Business School.