Negotiating and Consensus Building

Personal benefits

• Learn to negotiate in a non-adversarial way
• Create better working relationships with customers, suppliers, colleagues and staff
• Improve your negotiating effectiveness
• Learn to deal with different styles of negotiation

Organizational benefits

• Build more constructive relationships with customers and suppliers
• Improve your organization’s ability to negotiate successfully
• Develop a more collaborative approach to business
• Create a win-win mentality within your organization

The program is broken into two modules:

Module 1

• Introduction to the negotiation process
• Negotiation simulation 1 (followed by debrief and discussion)
• Positional (Distributive) negotiation
• Framing in negotiation
• Negotiation simulation 2 (followed by debrief and discussion)
• Interest-based/principle-based negotiation
• Negotiation styles

Module 2

• Negotiation simulation 3 (followed by debrief and discussion)
• Bridging the gap by creating value and honouring interests
• The gender factor
• Cross-cultural negotiation
• Negotiation simulation 4 (followed by debrief and discussion)
• Ethics
• Dealing with difficult negotiators and power differentials

In-Person Learning

Learn alongside fellow participants from across the country, discovering best practices that span industries and sectors.

Our in-person programs include classroom learning sessions led by award-winning Smith School of Business professors and industry experts. Practice new skills in breakout sessions, projects and simulations, and apply your learning toward real-world case studies.

Queen’s Health and Safety protocols for in-person programs are evolving and may change by the program date. View the Respiratory Illness Information (COVID-19) (opens in a new tab).

SmithToronto

SmithToronto is located on the 30th floor, 200 Front Street West in the heart of Canada's financial centre and is easily accessible by GO, subway and the PATH system.

Smith School of Business delivers many programs and classes at SmithToronto and it is home to the Master of Finance, Master of Management Analytics, and Master of Management in Artificial Intelligence programs. The site includes classrooms, meeting rooms, staff offices, special events spaces, and a variety of multi-media presentation systems.

As well, it includes three Boardroom Learning Centres with fully interactive videoconference capabilities. These rooms are used to deliver classes for Smith’s Executive and Accelerated MBA programs.

Session Leaders

Session leaders include senior professors from Smith School of Business and knowledgeable experts from industry. These outstanding teachers are constantly in touch with today's business world through real-world business experience, Board memberships and their own consulting practices.

Shai Dubey

Business Law, Negotiations & New Venture Management
Smith School of Business

Shai Dubey teaches courses in negotiations, cross-cultural management, ethics, domestic and international business law and entrepreneurship.

Shai earned his Bachelor's Degree from the University of Toronto and his Law Degree from Queen's University. Shai is also a graduate of the aviation Flight Technology Program at Seneca College. 

After graduating from Seneca College in 1984, he began his working career as a commercial pilot. In 1985 he founded and ran both an executive aircraft charter company and a flight training school based in Toronto. After selling this company, Shai worked as an aviation consultant providing strategic and regulatory advice to Canadian and foreign clients. He practiced law on Bay Street and then ran a global company prior to joining Queen’s.