Program Overview

Develop and improve your negotiation skills that enable you to negotiate better deals and achieve desired results in the Fundamentals to Negotiations Program. Learn how to stick up for your own interests, and negotiate win-win agreements. 

This program covers key concepts of negotiation, and how to prepare effectively across all of types of negotiation situations. You will learn the distinction between distributive negotiation and integrative negotiation, and the difference between the two approaches. This program will help you prepare for negotiations by establishing your objectives, priorities, and limits. You will be able to design an effective strategy that identifies key issues and goals for the negotiation situation.

• Key Learning Objectives
  • Explore and improve self-awareness on your preferred negotiating styles
  • Perform effectively in both one-on-one and team-based negotiations
  • Apply the fundamentals of distributive and integrative negotiation
  • Prepare for upcoming, real-life negotiations via role-playing exercises
• Who Should Attend
  Anyone who would like to improve their negotiation effectiveness. It is particularly likely to be useful for novice negotiators, or more experienced negotiators who would like a refresher on the fundamentals of negotiation.
• What Is Included
  • All learning materials provided digitally through Canvas
  • Certificate of Completion
  • Credential to add to your CV and LinkedIn Profile 
  • Negotiation Style Assessment

Instructor Profile

Dr. David Hannah Dr. David Hannah is an Associate Professor of Management at the Beedie School of Business at Simon Fraser University, where he has received multiple teaching awards. He has taught in executive and masters programs at Simon Fraser University, the University of British Columbia, Texas A&M University, and the University of Texas at Austin. He has consulted with numerous local and international corporations, including Samsung, B.C. Hydro, MDA Inc., PMC-Sierra, and the Beijing Media Group, and across multiple industries including high-tech, government, forestry, medicine, aviation, and education. His research, which has been published in many of the top management journals including Academy of Management Review, Academy of Management Discoveries, Journal of Management Studies, Organization Science, and MIT Sloan Management Review, focuses on how we can navigate the dilemmas that frequently arise in our working lives.

Partnership Program

Together with our partners, we continue to add value and enhance our educational experiences to our community through professional development and training in a supportive and welcoming environment.   This Edwards Executive Education program is proudly presented in partnership with UBC Sauder School of Business.