Do you have clients who ask for extras at no additional cost? Do you have problems getting the right resources for your projects? Do your team members consistently miss schedule dates or exceed budgets? Maybe the problem is that you are not an effective negotiator! Most experienced Project Managers typically have good hard skills such as the ability to define scope, budget or schedule, but lack critical soft skills like negotiating. This course will improve your negotiation skills. Why people win in negotiations will be explained along with the key traits of successful negotiators. In addition to explaining a proven process for preparing and conducting a negotiation, this course will cover the frequent mistakes made in negotiations as well as techniques to avoid these mistakes. This course will describe the most common tactics used in negotiations, along with effective countermeasures. Attendees will take part in negotiation exercises to practice the skills covered in this course.
This course is intended for portfolio, program and project managers; plus business analysts looking to be more effective in negotiation situations with project teams and stakeholders.
This course will reference and discuss actual negotiations. Upon completion of this course, attendees will be able to:
- Explain the reasons people succeed in negotiations
- Describe the types of negotiations
- Utilize an effective negotiation process
- Explain how communications and people needs influence negotiations
- Deal with the most common negotiation tactics and countermeasures
- Describe the application of negotiations to conflict situations
Exercise: Team Budget Negotiation
Successful Negotiator Traits
- Aspiration level
- Negotiating Skills
- Cultural Understanding
- Other Key Skills
Types of Negotiations
- Personal Negotiation
- Stakeholder Negotiation
- Compromise Negotiation
- Collaborative Negotiation
- Exercise: Changing the Negotiation Type
Negotiation Process
- Pre-meeting (strategic, administrative, tactical)
- Negotiation meetings
- Post-meeting
- Exercise: Testing Assumptions
Top 10 Negotiation Mistakes & Avoidance Measures
- Low Aspirations / Weak Negotiating Skills
- Making Low Initial Demands
- Making 1st and/or Large Concessions
- Neglecting to Ask Questions
- Providing Too Much Information
- Not Verifying Assumptions
- Reaching a Quick Settlement
- Lacking a Plan
- Losing Focus
- Using Coercive Power
- Exercise: Team Assignment Negotiation
Human Factors in Negotiations
- Communication Influences
- Needs and Goals
- Attitude
- Personality Styles
Common Negotiation Tactics and Countermeasures
- Maneuvers such as Timing, Pricing and Detours
- Techniques such as Concessions, Threats and Deadlock
- Exercise: Change Orders Negotiation
- Negotiations and Conflict Management
