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Elevate your performance and career with courses designed for the real world

Strategic Negotiations

Effective negotiation skills are becoming increasingly important in a modern world characterized by rapid change, globalization, and diversity. Expert negotiators select appropriate strategies and tactics to respond efficiently and effectively to constant changes, challenges and opportunities for generating optimal settlements. Whether you are a professional closing a major deal, an expert handling a crisis, or a manager attempting to negotiate an intra-organizational conflict, a strategic approach to negotiating that leads to productive agreements is critical for continued success.

Building on the concepts of principled negotiating (including interest-based bargaining), this workshop helps participants develop an overarching strategic negotiating framework and approach that is flexible to suit each individual style, skill-set, and situation. It is important to note that the primary focus in this workshop is on skill-development. While sound concepts offer a foundation for effective negotiating, thoughtful application and repeated practice are central to becoming a successful negotiator and strategic negotiating skills need to become a habit.

What You Will Learn

  • How to develop a strategic framework for negotiations (the 3D framework)
  • To understand the various elements of the three dimensions of the framework

                  -  Designing the Settlement

                  -  Setting the Context

                  -  Engaging in Effective Behaviours

  • To identify settlement ranges and interests, evaluate options, understand anchors (part of designing the settlement) 
  • To understand the importance of trust and the elements of trustworthiness, minimize erosion of trust (part of setting the context)
  • To understand tactics for creating value & claiming value, be aware of cognitive traps, principles of persuasion (part of engaging in effective behaviours)
  • To manage and be effective in complex (including multi-party) negotiations

Course Content

Workshop Structure:

Learning negotiating skills is best achieved through practice. This workshop will combine a mix of exercises, presentations, videos, discussions and debriefings.  You will be negotiating with colleagues to test and apply what you have learned. Group discussion and analysis will help determine what went right, what went wrong, why, and what can be done better next time.


Given the emphasis on skill-development through application and practice, we will engage in a series of negotiation simulations with increasing levels of complexity.  In total, we will have four simulations: (1) a two-party single issue negotiation; (2) a two-party multi-issue negotiation, (3) a multi-party multi-issue negotiation, and (4) a third-party negotiation intervention.  


Day One:


8:45-9:00 am:              Introduction (workshop, participants)


Session 1:  A Strategic Framework for Negotiations


9:00-10:15am:             Success Factors in Negotiations

                                    Simulation 1


10:15-10:30am:           Refreshment Break


10:30am-12:00pm:      3D Framework for Negotiating


  • Key Elements of Designing the Deal
  • Elements of Setting the Context
  • Key Elements of Effective Behaviours


                                    Cognitive Biases in Negotiation


12:00pm-1:00pm:        Lunch


Session 2:  Creating Value and Claiming Value


1:00-2:30pm:               Simulation 2


2:30-2:45pm:               Refreshment Break


2:45-4:30pm:               Distributive and Integrative Negotiations

                                    Principles of Persuasion (video)


4:30-4:45pm:               Wrap-up

                                    Assignments for next day



Day Two:


8:30-9:00am:               Discussion of Assignments


Session 3:  Complex Negotiations


9:00-10:30am:             Simulation 3


10:30-10:45am:           Refreshment Break


10:45am-12:00pm:      Importance of Trust

                                    Elements of Trustworthiness

                                    Building trust/minimizing erosion of trust


12:00-1:00pm:             Lunch



Session 4:  Multi-party, Multi-issue Negotiations


1:00-2:30pm:               (Contd.) Importance of Trust

                                    Elements of Trustworthiness

                                    Building trust/minimizing erosion of trust


2:30-3:15                     Simulation 4


3:15-3:30pm:               Refreshment Break


3:30-4:00pm:               Managing Multiparty, Multi-Issue Negotiations


4:00-4:30pm:               Summary – Putting together the 3D framework


Who Attends

This course is recommended for those who engage in negotiations of any kind - contracts, collaborations, sales, procurement, labour arrangements, strategic alliances, joint venture deliberations, promotions, etc. It is designed for people in private and public organizations regardless of the scope and scale of the negotiations they encounter. All professionals (analysts to senior managers) who have to deal with situations where different interests, preferences, and goals are at play will benefit from the structured framework offered to approach negotiations. This practical course will benefit:


  • Program and project managers
  • Sales representatives
  • Procurement officers
  • Contract negotiators
  • Labour negotiators
  • HR professionals
  • Settlement negotiators
  • Liaison officers
  • Taskforce leaders
  • Multifunctional team leaders
  • Account managers
  • Joint venture managers
  • Engineering and design professionals 

Fees and Cancellations

Course tuition for the Strategy Execution course includes:

  • lunch and refreshments
  • course materials

$1254.75 ($1195 plus G.S.T. including refreshments, lunch and all course materials).

Team Savings:

  • Save 10% per registrant with a group registration: 3 or more people from the same organisation registering at the same time.
  • Seating is limited so register today! Please fill out the online registration form and select 10% group discount as the payment option.

*Discounts cannot be combined with any other discount or special offer.

A full refund can be issued for written cancellations received a minimum of 21 days before the program start date. Cancellations received with less than 21 days’ notice will be refunded less a $200 administration fee.



Dr. A.R Elangovan (Elango) B.Com (Madras), MBA (St Mary's, Halifax), PhD (Toronto)

Director, International Programs Gustavson School of Business, University of Victoria

3M National Teaching Fellow & UVic Distinguished Professor,

Dr. Elangovan has been a professor of Organizational Behaviour at the Gustavson School of Business, University of Victoria since 1992. His teaching, research and consulting interests are in the areas of wellbeing at work, callings, leadership, organizational analysis, trust, conflict management, and negotiations. He served as the Associate Dean from 2008-2011 and has been the Director of International Programs since 2003.

The primary focus of Professor Elangovan’s current research is on “understanding why and how some people have deeply fulfilling and optimal work lives and what can others learn from their experiences”. His objective is to develop an overarching framework to guide individuals and organizations (employers) in creating the conditions necessary for employees to flourish and have meaningful work lives. As part of this program of research, his scholarly inquiries address the notions of authenticity, meaningfulness, callings, wisdom, and wellbeing at work.

Research and Awards

Professor Elangovan’s research articles can be seen in the Academy of Management Review, the Journal of Organizational Behavior, the Journal of Vocational Behavior, the International Journal of Conflict Management, Small Group Research, the Journal of Managerial Psychology, the Leadership and Organizational Development Journal, the Journal of Management Systems, Negotiation: Readings, Exercises and Cases, and the Handbook of Leadership. He was a member of the Editorial Board of the online journal M@n@gement and serves as a reviewer for numerous organizational and management journals and grant agencies.

In February 2012, Professor Elangovan was recognized with Canada’s most prestigious teaching award – the 3M National Teaching Fellowship. In May 2013 he was named a University of Victoria Distinguished Professor. This distinction is the highest academic honour UVic can bestow on a faculty member and is awarded to those who have achieved great distinction in the areas of both teaching and scholarly research, and who have made a substantial contribution to the university and wider communities. In addition, he has received the Gustavson Scholar Award (2013), Gustavson School of Business Service Excellence Award (2012), Gustavson School of Business Teaching Excellence Award (2010), the MBA Professor of the Year Award (2011, 2010, 2009, 2008), the MBA (Part-time Group) Professor of the Year Award (2004), the Faculty of Business Research Excellence Award (2004), and the Faculty of Business Teaching Excellence Award (2003). His research on trust in organizations with his Austrian research team has been profiled in the B.C. print and radio media (2001, 2008). In 1999, he was awarded the University of Victoria Alumni Award for Teaching Excellence. 

Executive Training

Dr. Elangovan is also active in providing executive and management development training for private and public sector organizations in Canada and Asia. His clients for executive training and/or consulting services over the years have included BCLC (British Columbia Lottery Corporation), BC Pension Corporation, TELUS, BCCIO, BC Ferries, St. Georges Private School (Vancouver), the BC Ministry of Attorney General, Capital City Executives Association, BC Liquor Distribution Branch, Federation of Children & Family Services of BC, BCTS (British Columbia Timber Sales), Ministry of Forests (SIFR, Executive), Sources Community Services (BC), PSERC/PSA (Public Service Employee Relations Commission/Public Services Agency), Custom House Global Foreign Exchange, ACD Systems, WPGA (West Point Grey Academy), BCBC (British Columbia Buildings Corporation), Federal Department of Fisheries & Oceans, B.C Ministry of the Solicitor General, OA Solutions, Navia Markets, B.C. Ministry of Finance (RMB), Ocean Pointe Victoria, Ministry of Agriculture & Lands, SICAL Logistics, Taiyuan Tech Park, and the B.C. Insurance Institute.

From 2004 to 2006, Professor Elangovan was a principal investigator on the Research Team for the B.C. government’s Accelerated Leadership Development initiative where he played a key role in researching and building the leadership competencies framework for senior executives, designing the measurement tool, developing the curriculum for the training program, and delivering the sessions.

Dr. Elangovan served on the Board of Directors of OA Solutions, an IT company with operations in Victoria, Vancouver and Edmonton from 2008 till 2011. He was also a co-founder and Director of Utilium Corporation, a UVic-based venture with a mandate to facilitate the transfer of management knowledge from research-based institutions to industry and practicing managers. In 2015, he was instrumental in the development of an innovative, modular, hybrid MBA program (customized for TELUS) which pioneered a new model of collaboration between academia and industry.




Professional Development Units (PDUs)

Attendees to this program are entitled to 14 Professional Development Units (PDUs) from the Project Management Institute (PMI)® upon completion
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The Project Management Institute (PMI)® Registered Education Provider logo is a registered mark of the Project Management Institute, Inc.

  “It is very rare that I feel completely fulfilled by the course. It was very insightful and much value was extracted.”

- Sima Heyat, TELUS

  “Great course and useful for my job – would recommend!

- Anonymous, TELUS

  “I negotiate deals for my job. This course was very helpful and will provide me new tools to do so!

- Anonymous, TELUS

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Dates and Location:


June 6 - 7, 2018!

Fee: $1254.75 ($1195 plus G.S.T. including refreshments, lunch and all course materials).

This course takes place at:

Vancouver Island Technology Park
#2201 - 4464 Markham Street
Victoria, BC V8Z 7X8

To discuss this course further:

call 250.721.6429 or email:

Contact: University of Victoria, Peter B. Gustavson, School of Business
   PO Box 1700 STN CSC, Victoria BC V8W 2Y2, Canada
Copyright © 2017 University of Victoria