Better preparation. Better conversations. Better negotiated outcomes.
Every negotiation is driven by something that matters. A client relationship. A contract. A priority. A difficult decision. Sometimes, several at once. Whether you are building your negotiation experience or refining an established approach, there is always room to negotiate better.
The Negotiation Skills Certificate is designed for professionals who want to approach those conversations with greater intention, preparation and skill. Through practical frameworks, interactive exercises, AI supported preparation and a multi issue negotiation simulation, participants will learn how to better prepare, build strategy, use leverage, navigate conflict and respond to negotiation behaviours in real time. The goal is not simply to negotiate more. It is to negotiate better, with stronger skills and better outcomes.
The Negotiation Skills Certificate provides a practical framework for approaching negotiations with greater discipline and strategic intent. Over two highly interactive days, you will strengthen your ability to define objectives and priorities, assess interests and alternatives, gather the right information, structure the negotiation process and develop a strategy aligned with the outcome you are working toward.
You will also examine how to use leverage effectively, identify opportunities for mutual value, respond to conflict and difficult personalities, and recognize the behaviours that can strengthen or undermine a negotiation. Practical exercises, AI supported preparation and an integrated negotiation simulation will provide you with opportunities to test these approaches and apply them to the kinds of negotiations that shape business relationships, decisions and results.
Your Learning Journey
You will begin by examining your own negotiation approach and experiences, then move through the process of preparing and structuring a negotiation, developing strategy, assessing sources of leverage and using AI to pressure test your thinking and consider options you might otherwise miss.
From there, attention turns to the human dynamics that shape outcomes, including trust, communication, emotions, assumptions, difficult personalities and conflict.
The journey culminates in a multi issue negotiation simulation where you will prepare, strategize, negotiate, reflect and negotiate again, putting the learning into practice in real time. Throughout the practical activities and simulation, you will receive real time feedback and coaching to help you recognize what is working, adjust your approach and strengthen how you negotiate.
Executive Certificate
Participants who successfully complete the program requirements will receive an Executive Certificate from the Goodman School of Business, reflecting their development in strategic negotiation and applied negotiation practice.
By the end of this program, participants will be prepared to:
- Recognize the key elements of effective negotiation, including preparation, structure, strategy, leverage and negotiation behaviours.
- Apply a structured approach to preparing for negotiations by clarifying objectives, priorities, interests, information needs and the negotiation process.
- Analyze interests, alternatives and sources of leverage to inform negotiation strategy and identify opportunities for mutual value.
- Evaluate negotiation dynamics and behaviours to determine when to collaborate, compromise, compete, make concessions or adjust their approach.
- Respond to conflict, changing dynamics and new information during negotiations.
- Apply AI tools to support negotiation preparation, pressure test strategy and explore alternative approaches where appropriate.
- Spring 2027: Tuesdays May 11 and 18; 9 a.m. to 4 p.m. (ET)
- Program graduation: May 18 at 4:15 p.m. (ET)
To learn more about the program and explore options, please email us at [email protected]
Our Negotiation Skills Certificate program will be led by an accomplished team, featuring award-winning professors from Goodman School of Business at Brock University, such as Frank Guarascio. Their consistently high satisfaction rates guarantee a quality learning experience.
Frank Guarascio is a highly accomplished corporate lawyer with more than 40 years of transactional and negotiation experience. Throughout a distinguished career at Blake, Cassels & Graydon LLP, one of Canada’s leading national law firms, he has represented major corporations, private equity sponsors, boards of directors and investors in high profile M&A and strategic transactions, corporate restructurings and governance matters. He has been recognized by (i) Lexpert as a leading lawyer in corporate mid-market, private equity and corporate commercial, (ii) Best Lawyers in Canada as a leading lawyer in corporate law and mergers & acquisitions and, (iii) Thomson Reuters as a standout lawyer.
Over four decades of practice Frank has led and participated in countless sophisticated negotiations involving multi-million-dollar transactions, cross border acquisitions, joint ventures, shareholder disputes and other high-stakes commercial matters. His extensive experience negotiating with executives, boards, investment bankers, regulators, opposing counsel and other stakeholders has provided him with unique insights into the art and science of effective negotiation.
In addition to his legal practice, Frank has devoted considerable time to teaching and mentoring the next generation of professionals. He has lead negotiation skills work shops for other lawyers and students and has presented on negotiation theory and practice at Brock University. He is currently an Adjunct Professor at The Goodman School of Business teaching mergers & acquisitions and commercial law. As an instructor Frank is known for his engaging style, practical approach and ability to translate decades of experience at the negotiation table into valuable lessons for anyone seeking to improve their negotiation skills.
$2,100 + HST per participant.
Financial assistance available:
- Group pricing and alumni discounts available
To learn more about the program and explore options, please email us at [email protected]
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