COURSE OVERVIEW  

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.

LEARN HOW TO  

• Explore negotiation in the context of project management4 Identify your personality type with a focus on improving your
• Look at the naturally occurring structure of a negotiation in negotiating strengths and minimising weaknesses order to develop an efficient and effective methodology for 4 Increase knowledge and skills for complex and difficult preparing and conducting a negotiationnegotiation situations
• Gain insight into how to better manage yourself, your emotions, and your relationship with the other party in order to obtain sound agreements

COURSE TOPICS  

Negotiation Fundamentals for Project Management

• Project management negotiation defined
• Negotiation and project management
• Strategies for negotiating with different types of stakeholders
• Negotiation and the project life cycle
• Negotiating the project constraints
• Negotiating scope

Key Project Negotiation Concepts

• Negotiation: big picture
• Stages of negotiation
• Issues and backup plans
• Dynamic and static issues
• Competitive vs. collaborative negotiation
• Dynamic: positions vs.
• interests
• Competitive: soft, hard, analytical approaches and techniques
• Identifying ranges and the
• ZOPA
• Preparing to negotiate collaboratively

Collaborative Negotiation: The Basic Elements

• Negotiating styles
• Collaborative negotiation skills
• Why collaborate in a project environment
• Steps to collaboration
• The collaborative negotiator
• Manage the relationship (positive climate, build trust, separate the people from the problem
• Interests vs. positions
• Clarifying interests
• Developing options
• Review, summarise, and refine agreement
• Closing the negotiation and evaluating outcomes

What If They Won’t Collaborate?

• Difficult negotiators (four types and strategies for dealing with them)
• Emotional
• Argumentative
• Dug-in
• Stuck
• Using power
• Preparing to negotiate collaboratively

Influencing Styles

• Personality styles and negotiation styles
• Myers Brigg type indicator
• (MBTI®)
• Administration
• Guidelines
• Benefits of MBTI® for negotiation
• The Four MBTI®  scales
• Understanding the
• influencing style in a negotiation
• Two approaches to the environment
• Two ways people gather data
• Two ways people make decisions
• Energy attitude (extrovert vs. introvert)
• MBTI® and negotiation stage selection
• Examples of how type impacts other types
• Dynamic interaction of the mental functions (including the dynamic lens)
• Stress and the MBTI® (The
• Grip Experience)

Negotiation Challenges and Complexities

• Complexity vs. difficulty
• (including project
• management examples)
• The role of power in negotiation
• Strategies for negotiating up
• Virtual negotiations
• (challenges and strategies)
• Cross-cultural negotiation variables
• Context
• Tips for negotiating across cultures
• Multiple-party vs. two-party negotiations
• Team negotiation complexities
• Open dialog