Negotiation Skills for Engineers (1.2 CEUs)

Daily Schedule
8:00am - Registration and coffee (1st day only)
8:30am - Session begins
4:30pm - Adjournment
Breakfast, two refreshment breaks and lunch are provided daily
The goal is to acquire a complete understanding of negotiation strategies, techniques and tools to deal with complex issues effectively and to move a ‘difficult’ situation into a pleasurable situation to deal with. 

Success could be defined as the ability to deal with and sell to anyone. Engineers, business owners, project managers, consultants, sales professionals - all have to sell. Your ability to persuade people is critical in developing successful business relationships. The seminar explores a variety of negotiation strategies and tactics. Participants will achieve better day-to-day outcomes, become more effective in dealing with their clients and enhance their leadership skills. You will also learn how to use negotiation strategies and develop the practical skills and techniques you need to resolve complex situations effectively and with confidence. This seminar will give you the tools to manage conflict constructively, which can be applied to any context.

Who Should Attend
The seminar will be of interest and benefit engineers, consultants, employees, supervisors, managers at any level in the organization from both the public and private sectors, who want to improve their negotiation skills and develop more confidence and stronger negotiating capabilities.

How You Will Benefit

  • Learn how to negotiate effectively in a variety of different situations ranging from single issue, two party negotiations to multiple issue, multi-party negotiations
  • Examine strategies for dealing with different types of conflict
  • Define what your unique negotiation handling style is and how that impacts you in the workplace
  • Build an environment where people listen and make changes in their behaviour
  • Develop a negotiation plan for a specific situation you are currently facing
  • Develop an appreciation of the ethical implications of different negotiation approaches
  • Receive valuable feedback on your newly acquired negotiation skills in a risk-free environment
  • Develop confidence in the negotiation process as a means of conflict resolution
Course Material
Each participant will receive a complete set of seminar notes and handouts that will serve as information references.

Rishi Kumar

Rishi Kumar, M.Sc. Eng., P.Eng., PMP, CMC, GSC is an approved education provider by the Engineering Institute of Canada, (EIC) and International Association of Continuing Education and Training, Washington, DC (IACET). Rishi obtained his M.Sc. in Mechanical Engineering in 1976 from University of Calgary, Alberta. Since 1976, he has held many senior positions in utility, auto industry, research development, services, manufacturing and consulting sectors in project, program and portfolio management of various capital projects. Since 1996, he conducted 475+ public and in-house seminars all over the globe through various universities, construction associations and other professional organizations and published/presented 25+ technical, business and management papers in various publications/conferences throughout the globe.

Mr. Kumar is a licensed professional engineer (P.Eng.) in the Province of Ontario, and holds various professional certifications {Certified Project Management Professional (PMP), and a Certified Management Consultant (CMC) and Certified Quality Auditor}. He obtained his Gold Seal Certification (GSC) from the Canadian Construction Association (CCA) in 2011.

Mr. Kumar has served as a Chair, President, Sr. Vice-President-Operations and Director-Marketing and Professional Development portfolios for PMI Lakeshore chapter and presently serves in the Ethics Review Committee (ERC) of PMI Global, providing caching and mentoring to PMI members. Mr. Kumar is actively involved with Professional Engineers Ontario (PEO) since 1996, and serves in various committees and boards (Discipline, Equity Diversity and Experience Requirements). Since 2007, Rishi is providing coaching and mentoring services to PEO Mississauga as a Chairperson. He supports the mentorship programs offered by various non-profit organizations (CESO, Ontario Works-Peel Region, Skills for Change, ACCES Employment, DBNS and CMC) in GTA since 1994.

Day 1
  • Introduction
  • Exercise
  • Negotiation Style-A
  • Discussion
  • Patterns of Negotiating Behaviour
  • Characteristics of Negotiating Styles
  • Which Style is preferred?
  • Negotiating Style Profile
  • Negotiation Style-B
  • Competitive Style
  • Cooperative Style
  • Principled Negotiation
  • Need Theory In Negotiation
  • Discussion
  • Essential Needs
  • Observable Behaviours
  • Types of Behaviour-Exercise
  • Personal Needs Self Assessment-Exercise
  • Negotiation Exercise based on Need Theory
  • Negotiation Principles
  • Negotiation Techniques
  • Negotiation Principles
  • Quiz
  • Options
  • Standards
  • People
  • Alternatives (BATNA)
  • Closure
  • Negotiation Process
  • Discussion
  • Styles
  • The Process

Day 2

  • Assertiveness
  • How to be assertive - Three steps
  • Difficulties
  • Assertiveness Skills
  • Influencing Skills
  • Effective Communication Skills
  • The Communication Process
  • Understand & Understood Process
  • Elements of Effective Listening
  • Constructive Feedback
  • Dealing with Excessive Anger
  • Aggressive Behaviour
  • Assertive Behaviour
  • Successful Negotiation
  • To Agree or not to Agree
  • A Discounted Deal
  • Taken for a Ride
  • Not Good Enough
  • A Pusher
  • Power
  • Task Assisting Behaviour
  • Group-assisting Behaviour
  • Non-Functional Behaviour
  • Attitudes
  • Master Negotiator
  • Negotiation With A Customer You Can't Afford To Use
  • Strategies
  • Negotiating With Problem People
  • Strategies
  • Tips
  • Competitive Negotiations
  • Concessions
  • Key Concepts
  • Preparing to Negotiate - To Dos

GIC reserves the right to cancel or change the date or location of its events. GIC's responsibility will, under no circumstances, exceed the amount of the fee collected. GIC is not responsible for the purchase of non-refundable travel arrangements or accommodations or the cancellation/change fees associated with cancelling them. Please call to confirm that the course is running before confirming travel arrangements and accommodations. Please click here for complete policies.

Education @ Your Desk. A Live Webinar Class means that you will attend the class via the web using your computer. There are scheduled breaks for coffee and lunch. You use a microphone, headset, or your phone and are able to interact with the instructor and other students while following notes while watching the presentation slides online just as you would in a live classroom. Notes are posted online. For an extra cost a hard copy can be requested.

The virtual classroom is becoming more and more popular, and we have a lot of experience teaching in this format. The only real difference between a live in-class and live via webinar is where you sit and what you look at. You can learn from the comfort of your own home or office. You pay less for the live webinar format than you would for the in-class format, and you do not have to travel to another city to attend the class. Please contact us at for Special Group & Corporate Rates for one or more participants.

We could offer any of our courses at a location of your choice and customized contents according to your needs, please contact us at : or click here  to submit an online request.

PC-based attendees
OS: Windows XP, 2003 Server, Vista, 7, 8
Internet Explorer 7.0 or newer
Mozilla Firefox 4.0 or newer
Google Chrome 5.0 or newer

Macintosh based attendees
OS: Mac OS X 10.6 (Snow Leopard), 10.7 (Lion), 10.8 (Mountain Lion) or newer
Safari 3.0 or newer
Mozilla Firefox 4.0 or newer
Google Chrome 5.0 or newer

iPad 1 or newer, iPhone 3GS or newer, iPod Touch (3rd generation) or newer
OS: iOS 6 or newer

OS: Android 2.2 or higher

Course Materials

Each participant will receive a complete set of course notes and handouts that will serve as informative references.


Interested in this course?

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Seminars and Workshops offered within your organization anywhere in the world.

Offline Registration

To Register by fax, download and fill our registration form, then fax it to (888) 849-4871. Mail your cheque to our address.

If you have a question regarding this course, please click here to contact us.
CEUs Certificate

A certificate of completed Continuing Education Units (CEUs) will be granted at the end of this course. A fee is required for all complimentary webinars.

On-Site Training

This course can be customized and delivered on-site at your facility.

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