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.

This course has been updated to reflect the PMBOK® Guide -- Fourth Edition.

• Negotiation Fundamentals
• Defining key negotiation terms
• Developing a strong best alternative to negotiated agreement (BATNA)
• 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
• 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
• 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
• 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