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• Elective Project Management Courses
• Business Process Analysis, Innovation and Design
• Establishing The Project Management Office
• Negotiation Skills for Project Managers
• Vendor Selection and Management: A Collaborative Approach
• Writing Statements of Work: The Heart of Any Contract

Negotiation Skills for Project Managers

Course Duration: 3 Days (8:30am-5:00pm)

Professional Development Units (PDU): 22.5

Continuous Professional Development Points (CPD): 10

You'll 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

Program Objectives:

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 participants 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. Participants 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. To ensure you maintain and build these new skills, the course 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 Outline:

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

Course Schedule and Fees

Prices below are indicative of Public Courses Only. Discounts apply for groups and on site training. Please call ESI to discuss.