Use competitive and collaborative negotiation strategies with success
Recover a stalled negotiation using breakthrough techniques
Adjust your negotiating style to match the preferences of the other party
Deactivate the impact emotions and focus on finding agreement
Apply negotiation skills for efficient cost and schedule performance
Plan strategies to effectively develop and manage collaborative relationships critical to your project
Course Synopsis
Negotiation is an invaluable skill for any project manager. Not only do you negotiate agreements with vendors and contractors, but you must effectively negotiate with stakeholders, customers, and team members throughout the life of a project. This three-day highly interactive experience covers the dynamics, processes, and techniques of internal and external negotiation situations faced by project managers.
Short on lecture and long on practice, this course provides you with the opportunity to experience two one-on-one negotiations and one team negotiation. You will learn how to analyse your own and the other party’s negotiation style, diffuse conflict and turn it into an advantage, and negotiate more effectively. You will also learn how to negotiate for efficient cost and schedule performance and achieve successful results on time. You will receive coaching and feedback from the instructor and the other participants.
By the end of the course, you will have explored the dynamics of both the competitive and collaborative models of negotiation as well as some of the implications of team negotiations. You will have not only new skills, but you will have had experience in using them in realistic situations. This course also includes use of a Professional Development Plan designed to assist participants in capturing key points of learning and integrating this new knowledge into their professional lives.
