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Negotiation Skills for Project Managers

Available Modalities:

  • e-Training
    Next Sessions: Not Available in this Modality
  • On Site
    Next Sessions: At Your Facility

    Request An Assesment

  • Public Classroom
    Next Sessions:
    • Zurich - 19-21 Sep 2018
    • London - 28-30 Nov 2018
Delivery Method PDU Total Technical PMP/PgMp Leadership Strategy PMI RMP PMI SP PMI ACP PfMP PMI PBA
Instructor-led Training 22.5 0 22.5 0 0 0 0 0 0
Virtual Instructor-led Training 22.5 0 22.5 0 0 0 0 0 0
Delivery Method Instructor-led Training Virtual Instructor-led Training
PDU Total 22.5 22.5
Technical PMP/PgMp 0 0
Leadership 22.5 22.5
Strategy 0 0
PMI SP 0 0
PfMP 0 0
  • CDUs: 22.5
  • CEUs: 2.25
  • CPEs: 27
  • Field of Study: Communications
  • PDUs: 22.5

Negotiation is an invaluable skill for any project manager. Not only do they negotiate agreements with vendors and contractors, but they must effectively negotiate with stakeholders, customers and team members throughout the life of the project. This three day, highly interactive experience covers the dynamics, processes and techniques of internal and external negotiation situations.

Short on lecture and long on practice, this course provides participants with the opportunity to experience one-on-one negotiations. They will learn how to analyse negotiation style, diffuse conflict and turn it into an advantage, as well as negotiate more effectively. Participants will receive coaching and feedback from the instructor and the other attendees.

By the end of the course, delegates will have explored the dynamics of both the competitive and collaborative models of negotiation as well as some of the implications of team negotiations. Not only will they have gained new skills, they will also have experience using them in realistic situations. To ensure these new skills are maintained, the course includes a Personal Action Plan that will ensure the integration of new knowledge and skills in both personal and professional life.

  • Recognise the naturally occurring structure of a negotiation in order to develop an efficient and effective methodology for preparing and conducting a negotiation
  • Explore negotiation in the context of project management
  • Leverage your negotiating competencies to improve your strengths
  • Gain insight into how to better manage yourself, your emotions and your relationship with the other party
  • Better prepare for complex and difficult negotiation situations
  • Collaborative Negotiation The Basic Elements

    Applying behaviours to build trust

    Positions vs. interests

    Clarifying interests in a negotiation

    Converting positions into interests

    Developing mutually satisfying options to achieve desired interests

    Establishing criteria acceptable to both parties to evaluate and select the best option

    Breakthrough strategies for overcoming obstacles to agreement

    Preparing to negotiate collaboratively

  • Influencing Styles

    Diagnosing your own preference for negotiation using the Myers-Briggs Type Indicator (MBTI®)

    Observational techniques to read the influencing style of the other party

  • Negotiation Challenges and Complexities

    Complexity vs. difficulty in negotiations

    Power in negotiations

    Negotiating across cultures

    Recognising differences

    Negotiation tips

    Team negotiations

    Clarify interests among team members

    Negotiating up

    Electronic negotiations

    Strategies for negotiating in challenging situations

  • Negotiation Fundamentals

    Defining key negotiation terms

    Developing a strong back up plan

    Competitive and collaborative approaches to negotiation

    Competitive styles




    Dynamic and static issues

  • Negotiation in the Project Management Context

    Negotiation during the project life cycle

    Power and politics

    Negotiating collaboratively

    Analysing and negotiating with stakeholders

    Project constraints during negotiation

    Negotiation and the project constraints

Sign up for this course now!
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