Mastering Negotiations

Mastering Negotiations has grown.

The same evidence-based negotiation training, now with a broader mandate. Mastering Negotiations is the negotiation practice of Mastering Leadership Executive Education, a Toronto-based firm founded and led by Dr. Tatiana Astray.

From Negotiation Training to Complete Leadership Development

Our Story

Mastering Negotiations began with a single focus: helping professionals negotiate with clarity, confidence, and credibility. That work continues today, and it continues to grow. As our clients asked us to go deeper, into trust, difficult conversations, influence, and leadership coaching, our mandate expanded with them. Mastering Leadership Executive Education is the result, a broader platform for the same science-led, trust-centred approach that has always defined our negotiation programs.

Dr. Tatiana Astray continues to design and deliver every program, drawing on her PhD research in negotiation and professional relationships from the Schulich School of Business, her published peer-reviewed work, and more than a decade of teaching at Canada's leading business schools.

Sample 2-day Negotiation Program

DAY 1

Foundations of Strategic Relationship-Based Negotiation

• Mindset Reset: From people-pleasing to value-preserving collaboration

• Core Concepts: Interests, BATNA, reservation price, and negotiation structure

• Live Simulation: Multi-issue business negotiation case

• Mini-Examples: Common friction points like managing client friction and expectations

• Debrief: Influence, value creation, bargaining principles and trust-building tactics

DAY 2

3D Negotiation Strategies and Personal Strategy

• Style Assessment: Assertiveness, adaptability, and influence under pressure

• Custom Targeted Simulations: Client, supplier, and internal stakeholder scenarios

• Advanced 3D Tactics: Setup (away from the table), Deal design (creating value), and Bargaining tactic (managing trade-offs)

• Mini-Cases: Common friction points like pricing stalls, long timelines, or executive silence

• Follow-up Group Coaching: Action planning, integration, and feedback

What Your Team Will Learn

1. How to prepare for negotiations with a structured, repeatable process

2. How to protect pricing and scope without damaging relationships

3. How to manage pressure, escalation, and silence strategically

4. How to adapt your style and messaging to influence stakeholders at all levels

We help your team negotiate smarter, faster, and more collaboratively

Clients work with us when:

  • Deals are stalling or being discounted too quickly

  • Teams are reacting instead of negotiating with intention

  • There’s tension between protecting value and preserving relationships

  • Cross-functional decisions are slowed by misalignment or silence.

After this program, your team will:

  • Boost your negotiation outcomes—and turn one-time deals into long-term partnerships.

  • Strengthen external relationships while protecting business value

  • Approach negotiations with greater clarity, confidence, and control

  • Reduce unnecessary discounting, delays, and misalignment

  • Improve cross-functional influence and decision-making

  • Walk away with a repeatable framework, tested tools, and real behavior change

Client Reviews

  • “We invited Tatiana to facilitate a negotiation course during a large corporate event—she delivered exactly what we needed: practical, science-backed, and deeply engaging.”

    Yves Archambault, Director, Quadra Chemicals

  • “The live roleplay was the most valuable part. It brought the content to life and forced us to apply what we learned right away.”

    Participant, IGM Financial

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Let’s design a workshop tailored to your team’s real-world challenges.

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