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Private - Negotiation Techniques for Project Professionals (1 Day)
About course

Do you have clients who constantly ask for minor 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,” such as negotiating. This course will help improve your negotiation skills. Why people win in negotiations will be explained along with key traits of successful negotiators.  In addition to explaining a successful process for preparing and conducting a negotiation, this course will cover the frequent mistakes made in negotiations, as well as techniques that can be used to avoid these mistakes. This course will also 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.

Who should attend

This course is intended for Program Managers, Project Managers, IT Managers, Business Analysts and anyone else looking for pointers on how to be more effective in negotiation situations with project teams and stakeholders.

Course features

Upon completion of this course, you 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
Course outline

Exercise: Team Budget Negotiation

 Key Traits of Successful Negotiators 

  • 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 and Avoidance Measures

  • Low aspirations and/or weak negotiating skills
  • Making low initial demands
  • Making first 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 

Human Factors in Negotiations

  • Communication Influences
  • Needs and Goals
  • Attitude
  • Personality Styles 

Common Negotiation Tactics and Countermeasures

  • Maneuver such as timing, pricing and detours
  • Techniques such as concessions, threats, and deadlock

Negotiations and Conflict Management

  • Avoiding
  • Accomodating
  • Forcing
  • Compromising
  • Collaborating
  • Exercise: Change Requests Negotiation
  • Negotiation Session and Debrief
  • Applying Course Concepts to your Negotiations
Course information
Duration: 7 hours
Earn: 7 PDUs
Delivery Method: Virtual or Traditional Classroom
Knowledge areas addressed

This course addresses a critical interpersonal skill needed by Project Managers, and addresses the Leadership component of the Project Management Institute's Talent Triangle.