Negotiation (course offered through Stitt Feld Handy)

Course Details

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  • CDHA member fee: $150.00 Reg. 199.99 - 25% CDHA Member discount
  • CDHA student member fee: Not Available
  • Non-member fee: Not Available

Note that course registration fees are non-refundable.

Course Description

This course is being offered through the Stitt Feld Handy group, and not a part of CDHA. Registration, training, and certificates will be with Stitt Feld Handy not CDHA.

The course has eight modules of which seven are simulated negotiations that you will conduct with animated computer characters. The characters make statements, ask questions, use a wide variety of negotiation tactics, express strong emotions, and otherwise create challenges for you. You will have to react to what a character says, answer questions, ask questions, and try to negotiate the best deal. If you do not negotiate the best deal, you will be told why and asked to try again. If you get stuck, a Help feature will point you in the right direction.

In the simulated negotiations, you can experiment and act in ways that you would never consider in the real world. You will learn not only from your successes, but also identify areas for improvement.

Once you have negotiated the best deal, you will be able to review the special Notes section, which explains to you why a particular approach was successful and discusses how the concepts you have used can be applied in the real world. The Notes section also provides tips for future negotiations. You will be able to download all sixty-seven pages of these notes at the end of the course, providing you with a handbook to keep as reference material.

The course will teach you:

  • the difference between positional and interest-based negotiation.
  • what your negotiation tendencies are.
  • when to say yes and when to say no.
  • how to negotiate as part of a team.
  • how to deal with difficult and deceptive negotiators.
  • how to initiate a negotiation—strategies for making a cold call.
  • how to negotiate with an inflexible bureaucrat.

The material taught in this course is based on the material presented in the three-day Stitt Feld Handy Group Public Negotiation Workshop.

More Course Information

Course Information

Registration for the course is done online and the course is taken online in the comfort of your home, at your convenience and your pace. You may pause and restart at any time. It is expected that the entire course will take about 5–8 hours to complete; however, you can take as much time as you need, with the exception of the final examination. You may wish to break up your learning into several shorter sessions.

A resource manual has been developed for the course. It can be downloaded and printed as a complement to the course. It is a valuable learning tool with learning outcomes, pre-tests, learning activities, summaries, post-tests, and suggested additional resources such as links to websites, etc. It is important that your participation includes the learning activities because they have been designed to contribute to the knowledge required to pass the final examination.

A pre-test is presented at the beginning of each section and a post-test at the end of each section. A final timed multiple-choice examination is administered upon completion of the course. Upon successful completion of the examination, a certificate of completion issued by CDHA may be printed from your computer.

Course Tour & Demonstration

Course Tour

For a tour of the course, Angie, the virtual guide, will walk you through the eight modules.

Course Demonstration

Try out the demonstration module, "The Print Shop." You'll try to sell Bill Gimel some valuable nature prints for the best price.


Course Developers

The Stitt Feld Handy Group is a world leader in providing training and practice for negotiation and alternative dispute resolution. The firm conducts workshops in negotiation and alternative dispute resolution in North America, Europe, Asia, and Australia.

This online course is an attempt by the group to bring their renowned negotiation workshops to a global audience.

The negotiation simulations were written by Allan Stitt and Michael Gibson. They were directed and animated in Flash by Michael Gibson. The Negotiation Notes were written by Elinor Whitmore, Roger Beaudry, Frank Handy and Allan Stitt. Consultants on the project include Paul Godin, Nancy Lamarche, Peter Dreyer, Mike Wadsworth, Peter Held, Steve Lancken, and Lisa Feld.


Allan Stitt is a mediator, arbitrator, and professional negotiator at Stitt Feld Handy Group in Toronto. He is adjunct professor at the University of Toronto Law School, and a lecturer at University of Windsor Law School, teaching courses in negotiation and alternative dispute resolution (ADR).

While obtaining his Harvard Law School degree, Allan studied negotiation and ADR with Professor Roger Fisher, Professor Frank Sander, and Bruce Patton. He subsequently completed advanced negotiation training at Harvard. Allan returned to Harvard on a number of occasions to act as a teaching assistant to Professor Fisher. Allan is past president of the ADR Institute of Canada, past president of the Arbitration and Mediation Institute of Canada, past president of the Arbitration and Mediation Institute of Ontario, and a past chair of the ADR Section of the Canadian Bar Association (Ontario). He has designed ADR systems for a number of organizations including the Canadian Bankers Association, the Ontario Human Rights Commission, the Law Society of Upper Canada, and Canadian Tire Corporation.

Michael Gibson is president of Zapdramatic, a wholly owned subsidiary of Stitt Feld Handy Group. Zapdramatic creates interactive dramatic simulations for the delivery of learning content over the web.

Prior to being ensnared in the World Wide Web, Michael wrote, directed, and produced many educational videos, including "Introduction to Mediation" and "Simmons Funeral Home" for Stitt Feld Handy Group. Michael's TV work includes the documentary series My Canada Includes Quebec, and the award winning shorts "The Bellringer" and "When Edgar Returns."

In 1990, Michael wrote, directed, and produced the feature film Defy Gravity, starring R.H. Thomson and Simon Reynolds.

Michael is an active member of the Writers Guild of Canada and the Academy of Canadian Cinema.

Relevance to Practice

As a dental hygienist you negotiate on an ongoing basis in your day-to-day life. You negotiate with clients, co-workers, employers, colleagues, industry suppliers, children’s teachers, service providers, family members, etc. When negotiating an issue that is very important to you, do you find yourself at the losing end of the negotiation? You may already be a good communicator, but you would like to improve your negotiation skills to achieve better results and to be more effective in all areas of your life. This course will assist you in developing and improving your persuasive communication skills.

Format for Learning

The course is approximately 5 -8 hour course made up of 8 modules, 7 of which are simulated negotiations that you will conduct with animated computer characters. However, you can take as much time as you need and you can break up your learning into several smaller sessions.

  • Module 1 - The Printshop: Negotiate with a competitive bargainer.
  • Module 2 - The Cold Call: Negotiate with someone who does not want to talk to you.
  • Module 3 - The Mangled Holiday: Negotiate with a rule-bound bureaucrat.
  • Module 4 - Tendencies in Negotiation Quiz: A self-assessment tool to determine your negotiation tendencies with tips on how to maximize the advantages and minimize the disadvantages of each tendency.
  • Module 5 - Pavlov’s Hotel: Negotiate with someone who makes strange proposals and tries to use Game Theory to outsmart you.
  • Module 6 - The Used Car: Negotiate with two people simultaneously.
  • Module 7 - The Lease: Negotiate in a team.
  • Module 8 - A Difficult Day: Negotiate with a number of difficult people who use tactics to try to get the better of you.


There is no formal evaluation for the Negotiation course. To progress to the next module you must successfully complete the previous module. If a module is completed unsuccessfully you must then retake the module until you succeed before progressing to the next level. For example, if you successfully complete Module 1 you may then proceed to Module 2, or if you unsuccessfully complete Module 1 you must then retake Module 1 and complete it successfully to be able to proceed to Module 2. Successful completion of the eight modules is mandatory for completion of the course and to obtain a course certificate.

Certificate Information

Upon completion of the course, you will be awarded a Certificate from either:

The University of Windsor Law School

James Cook University

Your certificate can easily be printed from your computer.

Your certificate can easily be printed from your computer.

DISCLAIMER: Please note courses and on demand webinars cannot be completed on tablets and other mobile devices.