Negotiation Skills

Negotiation Skills Duration: 3 days
PDUs: 22.5

Course Fee:
£1495 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
   2. Negotiating with key stakeholders
   3. Negotiation and the triple constraint
   4. Issues throughout the project lifecycle
2. Natural Tendencies in Negotiation
   2. Transformation of goals
   3. Destroying trust
   4. Need to win
   5. Emotional reaction
3. Developing the Best Alternative to Negotiated Agreement (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
   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
   2. Personality preferences and style
   3. Temperament Theory and collaboration
6. Collaborative Negotiation: Creating Win-Win by Exploring Differences
   2. Developing options
   3. Establishing Criteria
7. Negotiating Within the Team
   2. Defining the process
   3. Determining roles
8. Negotiating Between Teams
   2. Monitoring the dialogue
   3. Clarifying all interests
9. Preparing to Negotiate Your Project
   2. Predicting the other party's situation
10. Dealing with Conflict in Negotiations
    2. Sequence of strengths as conflict escalates
11. Breakthrough Strategies to Get Past "No"
    2. Reframing vs. reacting
    3. Building a golden bridge
    4. Educating vs. escalating
12. Maintaining and Building Your New Skills
    2. Other useful strategies for long-term gains