Okanagan: Being a Better Negotiator in Business Situations

Presented by: 
Tom Knight
Tuesday, June 7, 2016 - 9:00am
Okanagan Campus
Arts Building, Room 218
Focus Area: Workplace Skills

Program Summary

We are all negotiators—consciously or not. Whether you are in an operations, service, academic, or health unit, this program will seek to highlight the essential concepts, approaches, and skills necessary to be an effective negotiator in business-type situations. 

 Our instructor, Tom Knight, will discuss the structure of the negotiation process, the critical importance of preparation, differences between competitive and collaborative strategies in negotiations, essential listening and questioning skills, coping with negotiation tactics, and achieving closure. The overall objective of the program will be to help participants become more conscious and confident in negotiations.


The program has been designed for AAPS members who have negotiation experience in business situations, but may not have had formal training. The course will be useful—even for “seasoned” negotiators in that it will provide useful review of fundamentals and a chance to reflect on old habits. Not sure if this session is right for you? Please contact aaps.pd@ubc.ca

What You Will Learn

  • What “Negotiation” Really Means
  • Competitive vs. Collaborative Negotiations
  • Variations in Negotiating Styles & Developing a Style Repertoire
  • The Stages of Negotiation
  • Being (Well) Prepared for the Negotiation
  • Key Communications Skills for Negotiators
  • Competitive & Collaborative Negotiation Tactics
  • Knowing Whether & How to Close the Deal

How You Will Learn

  • Lecture segments
  • Group discussions and exercises
  • Short videos
  • Negotiation role-plays
  • Instructive readings will also be provided

About Your Facilitator

Tom Knight received his Master’s and Ph.D. Degrees in human resources management from Cornell University. In 1982 he joined the Sauder School of Business (formerly the Faculty of Commerce & Business Administration) at the University of British Columbia. He is currently an Associate Professor in the Organizational Behaviour & Human Resources Division. He was founding Director of UBC’s Centre for Labour and Management Studies from 1992-1997. Since 1987 Tom has acted as a consultant, trainer and facilitator in a variety of industrial relations and organizational development topics. These have included negotiation skills, conflict resolution, change management and leadership. Over the past twenty years, Tom’s consulting has emphasized the development of strategies and processes for improving employment relations and adopting collaborative approaches in the workplace.

Event Details

Being a Better Negotiator in Business Situations
Facilitated by Tom Knight
Tuesday, June 7, 2016
Building: Arts Building
Address:  1147 Research Road [MAP]
Room: 218 (2nd Floor)

To Register

Please follow this link to register.

Registered attendees will receive a confirmation email. This session is open to AAPS members only and there is no cost to attend.

Cancellations: Please remember all events are costly to set up, even those which are offered at no charge. If you do not anticipate attending the session you registered for, please cancel in a timely manner by emailing aaps.pd@ubc.ca. We encourage you to contact us with any questions about the AAPS PD Program.

Photography: Please be advised that photos may be taken at this event for us