Skilled Negotiating

Haskayne Executive Education

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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: TBD

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. 

Delivery: In-person

Commitment: 21 hours

Investment: $2,195


This program is eligible for grant funding up to 5 weeks prior to program start date.

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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. 

Loren Falkenberg, PhD 

Loren Falkenberg has taught in the Haskayne School of Business for over 30 years, leading graduate and executive programs on business ethics and negotiations. Her research interests are in examining ethical and social responsibility issues, decision-making by senior leaders, and exploring the relationships between companies and not-for-profit organizations. Loren facilitates sessions using the collective intelligence and experience of learners to develop evidence-based decision-making approaches and increasing the learners’ ability to make risk-managed judgements.