Negotiation Skills for Project Managers

Analyse your own and others’ negotiation styles and learn how to turn conflict into an advantage.

Public Classroom

Course Overview

Negotiation is an invaluable skill for any project manager. Not only do you negotiate agreements with vendors and contractors, but also with stakeholders, customers and team members throughout the project life cycle. Highly interactive, this course covers the dynamics, processes and techniques of internal and external negotiation. Learn how to analyse your own and the other party’s negotiation style, diffuse conflict and negotiate for effective cost and schedule performance. Experience one on one and team negotiations and receive coaching and feedback.

Course Topics

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1. Negotiation in the Project Environment
   1. Stakeholder Analysis
   2. Negotiating with key stakeholders
   3. Negotiation and the triple constraint
   4. Issues throughout the project lifecycle
2. Natural Tendencies in Negotiation
   1. Negotiating from positions
   2. Transformation of goals
   3. Destroying trust
   4. Need to win
   5. Emotional reaction
3. Developing the Best Alternative to Negotiated Agreement
   (BATNA)
   1. Defining BATNA
   2. Determining the need to negotiate
   3. Strengthening the BATNA
   4. Using BATNA
   5. The other party's BATNA
4. The Two Major Schools of Negotiation: Competitive and Collaborative
   1. Competitive Negotiation
   2. Determining primary and secondary issues
   3. Establishing maximum and minimum positions
   4. Defining the conflict range
   5. Assessing the negotiation range
5. Understanding and Developing Your Negotiation Style
   1. Myers-Briggs Type Indicator® (MBTI) and communication style
   2. Personality preferences and style
   3. Temperament Theory and collaboration
6. Collaborative Negotiation: Creating Win–Win by Exploring Differences
   1. Clarifying interests
   2. Developing options
   3. Establishing Criteria
7. Negotiating Within the Team
   1. Identifying interests
   2. Defining the process
   3. Determining roles
8. Negotiating Between Teams
   1. Establishing an approach
   2. Monitoring the dialogue
   3. Clarifying all interests
9. Preparing to Negotiate Your Project
   1. Analysing your situation
   2. Predicting the other party's situation
10. Dealing with Conflict in Negotiations
    1. Insights from MBTI®
    2. Sequence of strengths as conflict escalates
11. Breakthrough Strategies to Get Past "No"
    1. Managing emotional content
    2. Reframing vs. reacting
    3. Building a golden bridge
    4. Educating vs. escalating
12. Maintaining and Building Your New Skills
    1. Personal Action Plan
    2. Other useful strategies for long-term gains