Course Description

This advanced course builds on Negotiation Skills Level I (CR 260), to apply an interest-based approach to more complex negotiations. You will learn about negotiator assertiveness and style, identifying and responding to competitive tactics, assessing power dynamics and resolving impasses. As CR 360 is the final prerequisite course for Assessment: Negotiation (CR 950), coaches' feedback on your role-playing will be based on the Assessment Role-Play Criteria. For certificate candidates, it is strongly recommended that you take CR 360 near the end of your certificate. You must complete CR 360 before scheduling your Negotiation assessment.


A VHS videotape will be provided to you to record your role play on the final day of the course.

Recommended reading: Negotiating Skills for Managers, Steven P. Cohen, McGraw H ill, 2002; Getting Past No: Negotiating Your Way from Confrontation to Co-operation, William Ury, Bantam Books, 1993


CR 110A or CR 110B, and CR 200, CR 250, CR 260


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