This Course is Perfect for:
- Learning to negotiate with suppliers and colleagues for win-win outcomes
- Discovering how to negotiate both as an individual and as a group
Download description
You Will Learn to:
- 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 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
Click an indivdual topic title to expand/contract it or Expand All Topics | Contract All Topics
- Negotiation in the Project Environment
- Stakeholder Analysis
- Negotiating with key stakeholders
- Negotiation and the triple constraint
- Issues throughout the project lifecycle
- Natural Tendencies in Negotiation
- Negotiating from positions
- Transformation of goals
- Destroying trust
- Need to win
- Emotional reaction
- Developing the Best Alternative to Negotiated Agreement
(BATNA)
- Defining BATNA
- Determining the need to negotiate
- Strengthening the BATNA
- Using BATNA
- The other party's BATNA
- The Two Major Schools of Negotiation: Competitive and Collaborative
- Competitive Negotiation
- Determining primary and secondary issues
- Establishing maximum and minimum positions
- Defining the conflict range
- Assessing the negotiation range
- Understanding and Developing Your Negotiation Style
- Myers-Briggs Type Indicator® (MBTI) and communication style
- Personality preferences and style
- Temperament Theory and collaboration
- Collaborative Negotiation: Creating Win–Win by Exploring Differences
- Clarifying interests
- Developing options
- Establishing Criteria
- Negotiating Within the Team
- Identifying interests
- Defining the process
- Determining roles
- Negotiating Between Teams
- Establishing an approach
- Monitoring the dialogue
- Clarifying all interests
- Preparing to Negotiate Your Project
- Analysing your situation
- Predicting the other party's situation
- Dealing with Conflict in Negotiations
- Insights from MBTI®
- Sequence of strengths as conflict escalates
- Breakthrough Strategies to Get Past "No"
- Managing emotional content
- Reframing vs. reacting
- Building a golden bridge
- Educating vs. escalating
- Maintaining and Building Your New Skills
- Personal Action Plan
- Other useful strategies for long-term gains
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Public Course Information
Duration: 3 days
Professional Development Units (PDUs): 22.5
Fee: £1495 excl. VAT
* PMI® members get 15% off this course. Valid membership number required.
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For more information on public courses click here (opens in a new window)
Course Dates (click on a date to book)
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This course is available through MyESI™ – test your knowledge before you attend class with our pre-course assessment and access targeted course content after you leave class. Create a FREE MyESI account when you register for a course…click here for more details.
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This course is available as in-house corporate training. Available to groups of 10 or more (please note this is a guideline). To find out more about corporate training for your organisation click here.
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“Great course – really fun and hugely informative, fantastic instructor who explained things clearly and logically as well as provoking thought in the class! Valuable for everyday life, not just in the workplace.” Caroline Mills, Head of Compliance and Operation, BMC Software
Free Resources
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Getting Past No:
Negotiating with Difficult People
By William Ury
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