Skilled Negotiating
Learn how to critically analyze your position in negotiations and develop appropriate tactics to achieve your desired result.
Negotiating in a daily practice – between suppliers, clients, colleagues, or external stakeholders. Negotiation isn’t about winners or losers; it’s about aligning resources appropriately and creating value. With the right strategies and frameworks, it is possible to achieve win-win outcomes.
The aim of this program is to develop your capability to build important business relationships and networks and to successfully navigate complex situations. You will learn how to critically analyze your position in negotiations and develop appropriate tactics to achieve your desired results. You will develop an awareness of strategies needed to handle difficult situations and avoid personal bias and other pitfalls that often sabotage negotiations. In addition, you will build your negotiation communication skills and experience through in-class simulations to practice concepts and understand how different individuals approach the same situation. You will leave confident in your ability to negotiate successfully.
Dates: April 30 - June 3, 2025
Delivery: Blended (in-person & online)
Commitment: 21 hours
Investment: $2,195
You will receive a Certificate of Completion from the Haskayne School of Business upon successful completion of the program. The detailed content schedule for the current program is in the program brochure.
During this blended program, you will learn how to critically analyze your position in negotiations and develop appropriate tactics to achieve your desired result. You will develop an awareness of strategies needed to handle difficult situations and avoid personal bias and other common pitfalls that often sabotage negotiations. In addition, you will build your negotiation communication skills and experience in class simulations to practice concepts and understand how different individuals approach the same simulation.
Upon completion of this program, you will:
- Determine your personal negotiation style;
- Develop the strategic mindset to tackle various negotiation scenarios;
- Identify and practice effective behaviours for achieving your objectives;
- Avoid common pitfalls and personal biases that limit effectiveness in negotiating;
- Understand others’ positions while building strong relationships;
- Develop effective communication skills to identify and satisfy the needs of both parties.
This program is relevant to anyone who negotiates regularly but lacks an overall framework to support the negotiation process, including:
- Executives, managers, and high-potential leaders from a range of functional areas such as marketing, business development and operations management;
- Landmen and other professionals involved in mergers and acquisition activities;
- Managers leading cross-functional teams;
- Professionals involved in complex stakeholder relations.
Leighton Wilks
Leighton Wilks is an Associate Professor in Organizational Behaviour and Human Resources. He holds an MBA (thesis-based) and a BA in Psychology from the University of Calgary. His teaching and research interests include negotiation, cross-cultural management, organizational behavior, and ethics. Leighton has been teaching negotiation courses at the undergraduate and graduate level at the Haskayne School of Business for over ten years. In 2019 he was inducted into the University of Calgary Students' Union Teaching Excellence Hall of Fame as well as receiving a Calgary Award for Community Achievement in Education.
Leighton has a significant consulting background in diverse areas including strategic planning, cross-cultural management, and negotiation training. Outside of the Haskayne School of Business Leighton works with a network of negotiating professionals that include FBI and police negotiators to provide negotiations training and keynote addresses to a wide variety of organizations.