Distance - Negotiation Skills for Engineers (1.2 CEUs)


  • Looking for professional development but do not have the time to take off from work?

  • Looking for refresher course on specific engineering topics and cannot find an intensive course to serve your needs?

  • This may be your ideal Professional Development course!

Find out more on how the Professional Development Distance Program may work for you - Click here


This course is approximately 3 weeks in duration.

Learning Method:

  • The PDDP program is more of a self-guided learning style.

  • You are required to read the notes and materials given, complete the follow-up assignments on your own, send in your questions prior to your 1 hour webinar meeting (if required) and be involved in live discussion via the internet.

  • Once you have completed the course, you will receive a certificate of completion

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

The PDDP Distance Education program works as follows:

  • Once you register for this course, you will be sent a login username and password for our online distance website.

  • You will receive the course notes in hard copy through the online website, you will receive a set of notes each week covering the course material.

  • A one hour video-conference session will be conducted by your instructor each week (if required). The objective of this session is to assist in solving the assignments, as well as answer student questions that should be sent to instructor early enough prior to the meeting time. In addition with being able to communicate with the instructor, you will also be able to communicate with other students in the same class and watch their questions being answered as well. (A high speed internet connection is strongly recommended for this feature).

  • Each set of exercises can be completed and submitted by the indicated date and your completed exercise will be marked online and and returned by your instructor.

  • To gain the most from your course, it is highly recommended that you participate fully in all discussions and exercises. Please remember that each course has a form of quiz or exercise at the end to test your understanding of the material. You will be informed of these dates when you receive the course schedule.

*Course commencement date is subject to instructor availability.

Rishi Kumar


Rishi Kumar, M.Sc. Eng., P.Eng., PMP, CMC, GSC is a President and CEO of Global Educational and Consulting Services (GECS) and 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 600+ 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 in 2011.


  • 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
  • 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

TLNT reserves the right to cancel or change the date or location of its events. TLNT's responsibility will, under no circumstances, exceed the amount of the fee collected. TLNT 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.

This is a Professional Development Distance Program course. These are open to a start date after you register, not scheduled for a specific date.

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

Course Materials

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


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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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