27 Mortimer Street
London W1T 3JF
Tel: +44 (0)20 7017 5550

    

 

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This course supports your study towards PMP® Certification

 

Very good ESI course! The best I have attended so far out of five courses.


Guido Eckenhof
Project Manager
Nokia


PMBOK® Guide knowledge areas:

Project Scope Management

Project Human Resources Management

Project Communications Management

Project Procurement Management

Negotiation Skills


Course information

Duration: 3 days
PDUs: 22.5

Course Fee:
£1395 excl. VAT
€1995 excl. VAT

 

Learn how 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 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.

Course Topics

  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 and using the BATNA
    4. 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

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