Workshops / Negotiation Fundamentals for Leaders
Negotiation Fundamentals for Leaders
A structured, research-grounded workshop for professionals who negotiate as part of their work — and want to do it better.
2 Consecutive Half-Days
⏰ 9 Hours
💻 Online via Zoom
👥 Interactive & Applied
ABOUT THIS WORKSHOP
Research-grounded. Immediately applicable.
Negotiation is one of the most consequential — and most underdeveloped — skills in professional life. Whether you are negotiating contracts, managing internal conflicts, influencing stakeholders, or advocating for your team’s priorities, the ability to negotiate well is a career-defining competency.
Most professionals develop these skills through experience alone. This workshop offers something different: a structured, research-grounded framework for negotiation, paired with practical tools and real-world practice drawn from the full range of contexts professionals navigate.
Participants leave with both the confidence and the language to approach high-stakes conversations more intentionally — and more effectively. Whether you are early in your career or a seasoned professional, the workshop meets you where you are and builds from there.
This workshop includes dedicated preparation time for a real negotiation you bring to Day 2. Come with something real — leave with a plan and the skills to execute it.
WORKSHOP DETAILS
DURATION
2 Consecutive Half-Days
DAILY SCHEDULE
8:30 AM – 1:00 PM PST
FORMAT
Online via Zoom
FACILITATOR
David Hannah, PhD
NEXT SESSION
TBD
WHAT YOU'LL LEARN
Learning objectives
Identify their own preferred negotiation and conflict-handling style and understand how it shapes their default behaviours at work
Distinguish between distributive and integrative bargaining and apply each approach appropriately
Apply core negotiation concepts — BATNA, ZOPA, aspiration point, reservation price, anchoring — with confidence and precision
Recognize how power, interests, positions, and emotion shape negotiation dynamics and use that awareness strategically
Use a structured planning framework to prepare for any negotiation — contracts, internal conversations, client relationships, or difficult discussions
Avoid common psychological traps that undermine negotiation effectiveness
HOW WE LEARN
Learning methods
This program is built around doing, not just listening. Every concept is introduced briefly and then immediately applied through one of the following methods.
Self-Assessment
Before Day 1, you complete a validated conflict-handling style instrument and arrive ready to debrief your results in the context of your own leadership practice.
Role-Play Simulations
The core of the program. Three structured negotiation simulations — each reframed for the post-secondary environment — conducted in Zoom breakout pairs. You practise real tactics in a low-stakes space before applying them at work.
Structured Debrief
After every simulation, the full group compares outcomes and unpacks what worked, what didn’t, and why. This is where the deepest learning happens.
Peer Coaching
On Day 2, you bring a real negotiation you are facing and work through it with two colleagues using a structured planning framework. You give and receive coaching in equal measure.
Full Group Discussion
Case examples, video clips, and facilitated discussion throughout both days connect concepts directly to the post-secondary context.
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