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Negotiation Skills for Project Managers

Available Modalities:

  • e-Training
  • Public Classroom
  • On Site
  • Virtual Classroom
SHOW CREDIT DETAILS
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 RMP 0 0
PMI SP 0 0
PMI ACP 0 0
PfMP 0 0
PMI PBA 0 0
  • CEUs: 2.25
  • CPEs: 27
  • CDUs: 22.5
  • Field of Study: Communications
  • PDUs: 22.5
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.

Short on lecture and long on practice, this course provides participants the opportunity to experience one-on-one negotiations. You will learn how to analyze negotiation style, diffuse conflict and turn it into an advantage, and negotiate more effectively. 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. Not only will you gain new skills, but you will gain experience using them in realistic situations. To ensure you maintain and build these new skills, the course includes a Personal Action Plan, that will ensure the integration of new knowledge and skills in both your personal and professional life.

Learn
  • Recognize 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

This course uses digital materials.

Topics
  • Collaborative Negotiation The Basic Elements
    • Applying behaviors 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
    • Recognizing 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
    • Hard
    • Soft
    • Analytic
    • Dynamic and static issues
  • Negotiation in the Project Management Context
    • Negotiation during the project life cycle
    • Power and politics
    • Negotiating collaboratively
    • Analyzing and negotiating with stakeholders
    • Project constraints during negotiation
    • Negotiation and the project constraints