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.
Join us for one of our upcoming sessions.
Who Should Attend?
Mid- to senior level leaders who want to master negotiation skills to create value within their immediate teams and larger organization.
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
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.
Fernando Olivera: Faculty Director
Fernando Olivera is an Associate Professor of Organizational Behaviour at 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.
Professor Olivera teaches courses in Organizational Behaviour and Interpersonal Negotiations in Ivey's MBA, Executive MBA, and Ph.D. programs as well as in the Ivey Leadership Program for Executives. He has over 14 years of experience in executive education and has conducted Negotiations training for various organizations, including Hutchinson Port Holdings, Telus, J.D. Irving Limited, Ericsson, Teknion, the Toronto Board of Trade, Hoffman-Roche, and New World Development (China).
His 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, Management Information Systems Quarterly, Small Group Research, the Journal of Management Studies, the Research on Managing Groups and Teams book series, and other books and conference proceedings. 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 and Organization Science.
Ann C. Frost is an Associate Professor of Organizational Behaviour at the Ivey Business School. Prior to joining the school in 1995, Frost was a doctoral fellow at the Center for Industrial Competitiveness at the University of Massachusetts, Lowell, and a research associate at MIT's Industrial Performance Center. She earned her BComm and MSc from the University of British Columbia and a Ph.D. in industrial relations from the Sloan School of Management, MIT.
Frost's research interests include workplace restructuring, dynamics in industrial relations, the high performance workplace, and knowledge management in services. Her research has been funded by the Russell-Sage and Rockefeller Foundations (changes in low skilled - low wage work in the American hospital industry) and SSHRC (job quality in Canadian call centres and care team interactions in Ontario intensive care units). Frost is also involved in a multi-year, SSHRC-funded Major Collaborative Research Initiative project entitled Rethinking Institutions for Work and Employment in the Global Era.
Since joining Ivey, Ann Frost has taught MBA, executive MBA, and undergraduate courses in organizational behaviour and negotiations. Frost has also taught on Ivey's Reconnect Program, Accelerating Management Talent, and is currently the Faculty Director for the City of London Program.