Negotiating with Confidence

Description

This interactive, three-half-day online workshop combines practical frameworks, real-world scenarios, and hands-on practice to elevate your negotiation capabilities. Participants will develop a repeatable preparation routine to clarify objectives, map stakeholder interests, and evaluate strategic options at every stage. Throughout the program, you will gain deeper insight into decision-making dynamics, learn to read interpersonal cues accurately, and receive a comprehensive toolkit of templates, planning guides, checklists, and flowcharts for immediate workplace application. Through live simulations, collaborative group exercises, and self-assessments with direct feedback, you will pressure-test your approach in a supportive environment. The curriculum emphasizes value creation over simple concession, enabling you to secure sustainable, mutually beneficial agreements. Ultimately, you will gain the clarity and confidence required to negotiate thoughtfully and effectively.

The Bootcamp Arc

Four phases, one throughline: from understanding what negotiation really is, to walking away from the table with an agreement that lasts.

• Phase 1: Understanding Negotiation Dimensions: Before you can negotiate well, you need to see the full board. We start by mapping the dimensions every negotiation lives in, including the Different Phases of Negotiation, the Key Concepts of Negotiation, the ABCD of Negotiation, and the 3A Negotiation Strategy.
• Phase 2: Preparing for the Negotiation Table: Confidence comes from preparation. This phase gives you a system for walking in ready, covering Identifying All Parties' Desired Outcomes, Information Gathering and Planning, Developing an Influential Negotiation Strategy, and Analyzing the Circumstances.
• Phase 3: Negotiating at the Table: When the conversation is live, this is how you hold your ground, read signals, and shape the outcome in real time, through Persuasive Communication, Value Creation and Value Claiming, Analyzing and Influencing the Stakeholders, and Negotiation Strategies and Tactics to Reach an Optimal Agreement.
• Phase 4: Leaving the Table with an Optimal Outcome: The work is not done when the talking stops. This phase is about closing cleanly and protecting the relationship, addressing Responding to Difficult Situations, Managing Relationships Effectively, Knowing When to Leave the Table, and Implementing the Secured Agreement.

This is not a lecture. The day is built around doing, with practice, feedback, and tools you can apply in your own setting.

Experiential Learning

Practice and refine your skills in a safe learning environment, with professional feedback on your performance and clear ways to improve.

Real World Cases

Work through cases drawn from contemporary public and organizational life, not hypothetical exercises that never happen in practice.

Simulations

Run negotiation simulations that mix solid learning with genuine challenge and a measure of fun.

Tools and Templates

Leave with your own set of professional documents, including planning tools, checklists, preparation sheets, and flowcharts.

Decision-Making Assessment

Complete a structured decision-making assessment that surfaces how you weigh options, manage trade-offs, and decide under pressure, with guidance on where your judgment is strong and where it can grow.

Different Collaboration Setups

Practice one to one, group to group, in person and virtual, so you are ready for the scenarios you actually face.

Learning Objectives:

• Understand and practice strategic negotiation tactics through interactive simulations;
• Learn to analyze each situation effectively, plan your approach strategically, and navigate high-stakes conversations with composure;
• Develop your ability to create value, manage conflict, and reach optimal, win-win agreements;
• Build deeper self-awareness of your own negotiation style and decision-making process through assessments and self-reflection;

Who Should Take this course:

This course is ideal:

• If you interact with others to make collective decisions or want to influence others’ decisions
• If you regularly negotiate, broker agreements, or manage stakeholders, and want to sharpen your tactics, build confidence, and secure stronger win-win outcomes whether you are early in your career or an experienced professional.

Duration:

• 3 half-days, including brief breaks to maintain engagement and facilitate learning absorption

Special Offers

Take advantage of these exclusive discounts available when registering for IOG courses:

• Group Course Discount: Register 3 or more colleagues together for the same course and receive 10% off your total registration fee.  
  Learning together builds team capacity—and helps you save on training costs. 

• Individual Bundle Discount: Register as an individual for 3 or more courses at the same time and save 10% on your total registration fee.

Advance your professional development while maximizing value.

Facilitators

   Dr. Haniyeh Yousofpour, PhD, PLD, MBA, ICD.D., PMP, Six Sigma Certified, Author of Negotiating with Confidence

Dr. Haniyeh Yousofpour is a Harvard alumna with a doctorate in Human Resource Management and Organizational Behavior. An award-winning global business professor, educator, and consultant, she is recognized for her expertise in governance, organizational leadership, and strategic negotiations and decision-making. Dr. Yousofpour develops and delivers graduate-level courses at York University’s Schulich School of Business and McMaster University, earning multiple teaching awards. Dr. Yousofpour is the author of the book Negotiating with Confidence, which she teaches as part of the curriculum for her MBA-level negotiation course at the university. Furthermore, she provides leadership training to public and private organizations globally. As Managing Partner at Leonnova Inc., a leading Canadian training and consulting firm, she advises boards and leadership teams through governance consulting, change management, conflict resolution and other professional development programs. She is also a recipient of the Queen’s Platinum Jubilee Award, recognizing her service to the community and commitment to education and on the Premier Council for Equal Opportunities. 

 Sanjay Dhebar, MBA, ICD.D, Author of Toolbox for Performance Driven Leaders

A renowned leadership coach and faculty member at the Schulich School of Business, Sanjay Dhebar brings deep expertise in governance, strategic foresight, and performance excellence. He is the creator of "The Business Workout," a practical framework for growth and leadership alignment, and the author of Toolbox for Performance Driven Leaders, which extends these ideas into actionable tools for everyday leadership. A business strategist with more than 20 years of experience across the public and private sectors, Sanjay has helped organizations develop strategies that deliver real results. As Managing Partner at Leonnova, he provides consulting and professional development services to clients across both the public and private sectors globally, helping teams and leaders build the capabilities they need to perform at their best. His background in sales leadership gives him a practical, results-oriented perspective on negotiation. Over the years, he has supported countless professionals in building the confidence to negotiate effectively and to move beyond "no", turning hesitation and resistance into productive conversations and stronger agreements. Sanjay’s contributions have earned multiple teaching excellence awards and the Queen's Platinum Jubilee Award. He has served as a Board Director at Toronto Metropolitan University, Chair of EQAO, and is currently a board member at Stevenson Memorial Hospital.