Negotiation is a core leadership capability. Whether securing stakeholder support, aligning competing priorities, building partnerships, managing clients, allocating resources or resolving disagreements, professionals negotiate every day. Effective negotiators do more than advocate for their position. They understand interests, prepare alternatives, build trust, manage relationships and create conditions for better decisions.
This workshop introduces practical negotiation frameworks while developing the broader capabilities that drive successful outcomes: stakeholder analysis, influence, trust-building, communication and strategic preparation. The course combines concise evidence-based inputs, practical exercises, peer-to-peer simulations, reflection activities and facilitated debriefs.
Learning Objectives
By the end of this course, participants will be able to:
1. Diagnose the interests, incentives and constraints that influence negotiation outcomes.
2. Prepare a structured negotiation strategy using BATNA analysis, stakeholder mapping and objective criteria.
3. Apply active listening, framing and relationship-building techniques during a live negotiation exercise.
4. Recognize how trust, influence and communication shape organizational decision-making.
5. Analyze negotiation outcomes and identify the behaviours that influenced the result.
6. Develop a practical action plan to strengthen negotiation and stakeholder-management effectiveness.
Faculty
Huzaifa Akhtar
Partner (Economic Advisory practice, EY-Parthenon)
Huzaifa Akhtar is a Partner in EY Canada’s Economic Advisory practice (EY-Parthenon), based in Toronto. She advises public and private sector leaders on high-stakes strategic, investment, and policy decisions grounded in rigorous economic analysis and stakeholder alignment. Her portfolio covers market opportunity assessment, sector and workforce strategy, economic forecasting, and risk resilience across healthcare, consumer sectors, and education. She specializes in applying evidence-based economic frameworks to navigate complex multi-stakeholder negotiations and drive lasting value.
Deadlines
- Early Bird: 05 May 2027
- Regular: 19 May 2027