Duration: 3 Days
Whether you are asking for resources, negotiating with a vendor, or dealing
with conflicts on the team, being a skilled negotiator makes you a better
project manager. In this active, participatory course, you will practice the
skills of negotiation and receive one-on-one feedback and coaching tips to
improve your performance.
You will learn about the types of negotiation and different styles that you
can adapt during negotiations. You will learn to determine your individual
negotiation style and how to adapt to situations for more successful
negotiations. You'll gain an understanding of competitive and collaborative
negotiation and learn how to recognize each.
Students pursuing a university-recognized and/or accredited certificate in Canada or continuing education units in the US must attend at least 90% of class time, participate in class exercises and section-knowledge checks, and score at least 70% on an end-of-class, multiple-choice assessment.
What You Will Learn
- How personality can help
(or hurt) a negotiation
- Negotiation practices and techniques
- How to thoroughly plan for a negotiation
- How to execute a negotiation strategy
- Breakthrough tactics for difficult negotiations
Audience
Associate project managers, project managers, IT project managers, project coordinators, project analysts, project leaders, senior project managers, team leaders, product managers, and program managers.
Prerequistes
Course Outline
1. Introduction to Negotiation
- Negotiation Defined
- Conflict Resolution
- Stages
of Negotiation
2. Personality and Negotiation
- Natural Tendencies
- The Six
Principles of Persuasion
- Thomas-Kilmann Conflict Mode Instrument
- Collaborative Negotiation
3. Negotiation Practices
and Techniques
- Negotiation
Planner
- Positions vs.
Interests
- Power Bases
- The Art of Questions
- Problem-Solving Question
- Creative Options to Achieve Mutual Gain
- Objective Criteria
- BATNA
4. Putting Negotiation into Action
- Preparing for a Negotiation
- During the Negotiation
- After the Negotiation
- Team
Negotiations
5. Breakthrough Strategies
- Identifying Obstacles
- Overcoming Obstacles
- Achieving a Collaborative Negotiation
6. Putting It
All Together
- Collaborative
Negotiation: A Final Thought
Hands-On Activities:
- The Four Types of Conflict Resolution
- Stages of Negotiation
- The
Pharmaceutical Manufacturer's Dilemma
- Basic One-on-One Negotiation
- Complete Thomas-Kilmann Personal Conflict Assessment
- Finding Common Interests
- Asking Key Questions
- Developing an Agreement
- Determining BATNA
- Preparing a Negotiation Strategy
- Active Listening and Reframing
- My Negotiation
Course Labs
