June 8, 2016
9:00 a.m. – 4:30 p.m.

CMA Member: $645
Regular: $845

CMA Member,
Team*: $595
Regular, Team*: $795
*Three or more registrations must be received at the same time.
The Advocates' Society
Education Centre
250 Yonge Street
Suite 2700
Toronto, ON
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Winner-take-all negotiations don't work in the short and long term. There are many types of negotiation strategies; however, the best focus on desired outcomes, rather than just the process. Contrary to the management/union confrontational stereotype it's about preparation, information sharing and constructive engagement. Using a mix of theory and practice cases you will learn different negotiation skills that will allow you to work more productively with different levels of management, colleagues, and suppliers.

You Will Learn

You Will Learn:

  • Various styles of negotiation, as parties tend to have different perspectives and ways of conducting business
  • How to focus on outcomes that help create a willingness to integrate interests and constructively modify positions
  • How to use constructive engagement in order to optimize the use of various resources.
  • How preparation and developing alternatives, along with information sharing, reduces the need for compromise in the bargaining process
  • How focusing on different interests and perspectives puts you in a position that helps overcome difficult personality styles (i.e., autocratic, compliant, risk avoidance, etc…)

You Will Benefit From:

  • Everyday negotiation opportunities – from who’s in charge of the next meeting, to agreeing on roles in a difficult project
  • Adding a highly useful skill set to your core competence and subject matter expertise
  • Learning how to overcome obstacles between teams and with your suppliers (i.e., ad agency)
  • Being able to make progress right away in areas where people seem to be stuck
  • Being able to negotiate a better deal for yourself with your boss

Who Should Attend

  • Managers, supervisors, team leaders, and specialists who wish to add a critical soft skill to their competence
  • Managers, supervisors, and team leaders who have strong functional skills that need to be enhanced with an important people management capability
  • Mid-level to senior-level managers who wish to increase their personal effectiveness
  • Senior-level managers who are new to their role and have to reduce conflict in their team


Alan Kay
The Glasgow Group Inc.

A marketing communications and people change management expert Alan Kay, blends years of applied industry experience and best practices delivery of practical tools on leading people to solve problems and be creative about making solutions happen. Alan has worked as a general manager in the marketing communications business and has been both a client and consultant across a broad range of industries. He has taught groups for over twenty years and is renowned for his in-class interactive learning activities. He is a peer-reviewed expert in the practice of Solution Focus and has published several books on this deeply researched people-leadership practice. 

Currently, Alan is the principal of a change management consulting business, the Glasgow Group serving a diverse group of clients in Canada, the US and Europe.