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 they come up short in “soft skills,” such as negotiating. This course will help improve your negotiation skills! In addition to explaining a successful process for preparing and conducting a negotiation, this course will cover the top ten mistakes made in negotiations, as well as techniques that can be used to avoid these mistakes. This course will also describe the various tactics and countermeasures used in negotiations.
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.
This course will cover effective techniques and best practices for any negotiation situation. Why people win in negotiations will be explained, along with the key traits of successful negotiators. Types of negotiations and the negotiation process will be covered, along with techniques to be successful including tactics and countermeasures. This program will reference and discuss many actual negotiations. In addition, class participants will take part in practice negotiation exercises.
Upon completion of this course, you will be able to:
- Explain critical elements for successful negotiations
- Utilize an effective negotiation process
- Understand common negotiation tactics and countermeasures
Initial Practice Negotiation
Key Traits of Successful Negotiators
- Skill and aspiration level
- Concession pattern
- Use of time
Types of Negotiations
- Collaborative – ‘win-win’
- Pre-meeting (strategic, administrative, tactical)
- Negotiation meeting
Top 10 Negotiation Mistakes and Avoidance Measures
- Low aspirations and/or weak skills
- Low initial demands
- Initial and/or large concessions
- Lack of questions
- Provide too much information
- Quick settlements
- Lack of a plan
- Loss of focus
- Misuse of power
Common Negotiation Tactics and Countermeasures
- Time and pricing
Final Practice Negotiation
This course addresses a critical interpersonal skill needed by Project Managers, and as such, spans all knowledge areas of the Project Management Institute (PMI)® A Guide to the Project Management Body of Knowledge (PMBOK® Guide).