Negotiation Skills for Project Managers

Open Enrollment Course Dates: Group Classes

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Course Length: 3 days (can be conducted as 2 days)
PDUs: 21
PDHs: 21
PMI Activity ID#000459
Course Fee: $1,295
Course Hours: 8:30 a.m. – 4:30 p.m.
Course Cancellation: Reschedule with no penalty within ten days of the class date.

Course Overview
We constantly negotiate in order to meet our goals and objectives and to accomplish our project tasks and activities. Essential time is wasted and relationships damaged when parties focus on “positions” versus the underlying “interest” which defines the problem. Often we attack each other in trying to reach an agreement that WE will accept versus attacking the problem to achieve a wise outcome for both parties.

When the words negotiate or negotiations are mentioned, people often “hear” the word conflict and fear the worst. Why? Because far too many of us view negotiations as a win-lose proposition, or lose-win, depending on our past experiences. We assume one party to the negotiation will win which means the other party must lose. We assume a fixed pie or a single solution. By nature human-beings are competitive and so it is natural to prepare for the attack. While competitive negotiation focuses on tactics (such as high balling, low balling, missing person, limited availability, good cop/bad cop, etc.) to attack and trick the other party, collaborative negotiations focuses on problem-solving to confront the problem together to achieve a wise outcome for both parties. It takes knowledge and skill to be an effective collaborative negotiator. The results will speak for themselves!

In this course we will explore the four obstacles to a negotiated agreement: 1) Not their idea, 2) Unmet interests, 3) Fear of losing face, and 4) Too much too fast. We will also talk about the importance of having a BATNA (best alternative to a negotiated agreement) and the danger of focusing on a bottom-line. A well-developed BATNA is essential to knowing when to negotiate and when to walk away.

The participants will learn how to peel back the layers to discover the root of the problem so options can be explored to achieve an agreement to which both parties can be committed. The participants will leave with added confidence, tools, and a “roadmap” to create win-win solutions. The collaborative negotiation process will result in agreements of commitment by both parties while building trust and rapport necessary to enhance and build long-term relationships.

Course Content

  • Choosing a Negotiation Style
  • Competitive vs. Collaborative
  • Elements of a Collaborative Negotiation
  • Key Success Factors
  • Reading the Other Party
  • Negotiation Settings
  • Breakthrough Strategies
  • Obstacles to a Collaborative Negotiation
  • Roadmap for Negotiations – Planning for Success
  • Habits of Successful Negotiators
  • Lessons Learned
  • Professional Development Plan