MGMT 143 - Negotiation Essentials
Course Description
Overview
Negotiation is part of everyday work, whether you're clarifying expectations, resolving differences, securing resources, or reaching agreements. Negotiation Essentials provides practical approaches to help you navigate these situations more effectively.
This course introduces the core principles, strategies, and techniques used in successful negotiations. You’ll learn a structured, five‑stage negotiation process that includes planning and preparation, opening and exploration, value creation and bargaining, closing for agreement, and follow‑up and evaluation. The focus is on building practical skills you can apply to both straightforward and complex negotiations.
Learning takes place through hands‑on activities, role plays, and real‑world scenarios. You’ll practice preparing negotiation plans, crafting effective opening statements, using questioning and listening techniques to uncover underlying needs. You’ll also apply strategies to create value, handle objections, respond to pressure or manipulative tactics, and develop clear agreements with effective follow-up.
By the end of this course, you’ll be able to prepare for negotiations strategically, apply appropriate techniques at each stage, and follow through on agreements to support productive working relationships.
This course is ideal if you:
- work in an office or professional role and negotiate expectations, priorities, or resources as part of your job
- want practical, hands‑on negotiation skills you can apply immediately in both work and everyday situations
- are a skilled trades or technical professional managing negotiations with clients, suppliers, or team members
- bring professional or leadership experience from another country and want to strengthen negotiation skills in a Canadian workplace context.
Upon successful completion of this course, you'll be able to:
- apply the negotiation process to everyday personal negotiation experiences
- construct a comprehensive negotiation preparation plan using the six-step process for planning
- apply effective opening strategies and exploration techniques in negotiations
- use advanced value-creation, bargaining, and problem-solving skills for productive negotiations
- apply appropriate closing techniques to reach an agreement
- develop negotiation follow-up plans and monitoring systems.
To request a course outline, contact ConEdAdvising@sait.ca.
If you're certified by a professional association, this course may qualify for continuing professional development (CPD) hours to help maintain your certifications/designations. Please check with your association to confirm eligibility.
This course aligns closely with the business competencies outlined in Alberta Apprenticeship and Industry Training (AIT) Blue Seal Certificate framework and may support your application. Learn more about earning the Blue Seal using SAIT Continuing Education courses.
Costs
Textbook and reading list
Included in the purchase of this course, you’ll receive:
- Course content accessible online in Brightspace (D2L)
- Learning materials/hand-outs distributed in class.
Technology
To use D2L outside of classroom time, you’ll need:
- Access to your own computer or laptop with standard hardware/software requirements
- Internet access.
Note: Bringing your laptop to class is not required.
Applies Towards the Following Certificates
- Applied Management and Leadership Certificate of Achievement : Elective Courses
- Applied Management Certificate of Achievement : Required courses
- Sales for Technical Professionals Certificate of Completion : Required courses
Oki, Ãba wathtech, Danit'ada, Tawnshi, Hello.
SAIT is located on the traditional territories of the Niitsitapi (Blackfoot) and the people of Treaty 7 which includes the Siksika, the Piikani, the Kainai, the Tsuut'ina and the Îyârhe Nakoda of Bearspaw, Chiniki and Goodstoney.
We are situated in an area the Blackfoot tribes traditionally called Moh'kinsstis, where the Bow River meets the Elbow River. We now call it the city of Calgary, which is also home to the Métis Nation of Alberta.