Negotiation Skills for Project Managers

Code: 2644

3 days

List Tuition : $2,295.00 USD

Course Overview

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Whether you are asking for resources, negotiating with a vendor, or dealingwith conflicts on the team, being a skilled negotiator makes you a betterproject manager. In this active, participatory course, you will practice theskills of negotiation and receive one-on-one feedback and coaching tips toimprove your performance.

You will learn about the types of negotiation and different styles that youcan adapt during negotiations. You will learn to determine your individualnegotiation style and how to adapt to situations for more successfulnegotiations. You'll gain an understanding of competitive and collaborativenegotiation and learn how to recognize each.

Students pursuing a university-recognized and/or accredited certificate in Canada or continuing education units in the US must attend at least 90% of class time, participate in class exercises and section-knowledge checks, and score at least 70% on an end-of-class, multiple-choice assessment.

Associate project managers, project managers, IT project managers, project coordinators, project analysts, project leaders, senior project managers, team leaders, product managers, and program managers.

  • How personality can help (or hurt) a negotiation
  • Negotiation practices and techniques
  • How to thoroughly plan for a negotiation
  • How to execute a negotiation strategy
  • Breakthrough tactics for difficult negotiations

1. Introduction to Negotiation

  • Negotiation Defined
  • Conflict Resolution
  • Stages of Negotiation

2. Personality and Negotiation

  • Natural Tendencies
  • The Six Principles of Persuasion
  • Thomas-Kilmann Conflict Mode Instrument
  • Collaborative Negotiation

3. Negotiation Practices and Techniques

  • Negotiation Planner
  • Positions vs. Interests
  • Power Bases
  • The Art of Questions
  • Problem-Solving Question
  • Creative Options to Achieve Mutual Gain
  • Objective Criteria
  • BATNA

4. Putting Negotiation into Action

  • Preparing for a Negotiation
  • During the Negotiation
  • After the Negotiation
  • Team Negotiations

5. Breakthrough Strategies

  • Identifying Obstacles
  • Overcoming Obstacles
  • Achieving a Collaborative Negotiation

6. Putting It All Together

  • Collaborative Negotiation: A Final Thought

Hands-On Activities:

  • The Four Types of Conflict Resolution
  • Stages of Negotiation
  • The Pharmaceutical Manufacturer's Dilemma
  • Basic One-on-One Negotiation
  • Complete Thomas-Kilmann Personal Conflict Assessment
  • Finding Common Interests
  • Asking Key Questions
  • Developing an Agreement
  • Determining BATNA
  • Preparing a Negotiation Strategy
  • Active Listening and Reframing
  • My Negotiation

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Schedule



total option: 3

09/23/2019 - 09/25/2019

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Ottawa, ON, Canada

09/30/2019 - 10/03/2019

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Virtual Training

12/02/2019 - 12/05/2019

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Virtual Training

12/02/2019 - 12/04/2019

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Ottawa, ON, Canada

02/10/2020 - 02/12/2020

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Toronto, ON, Canada

02/18/2020 - 02/21/2020

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Virtual Training

Hotel and Travel can be included on your quote.
For immediate response, you can call 1-855-515-2170 or we will provide a quote within 4 business hours. Travel must be booked 14 days before training for rate to apply.

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