• Course
  • Vendor

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.

  • Course Start Date: 2019-09-23
  • Time: 08:30:00 - 16:30:00
  • Duration: 3 days 08:30 AM - 04:30 PM
  • Location: Ottawa
  • Delivery Methods(s): Instructor Led

This course is not currently active or has been cancelled.

The course may be available on a different date listed below.

Please call to get on waiting list
1-877-313-8881

Course Outline

Pre-Requisites

- Project Management Fundamentals (PM01) - IT Project Management (PM11) - Applied Project Management (PM08)

Lessons

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'll Learn
  • How you react to conflict
  • Conflict resolution tactics
  • Characteristics of key negotiation styles
  • How to successfully negotiate
  • Role of negotiation in projects
Who Needs to Attend

Associate project managers, project managers, IT project managers, project coordinators, project analysts, project leaders, senior project managers, team leaders, product managers, and program managers.

Course Outline

1. Introduction to Negotiation

  • What negotiation is
  • Negotiation factors
  • BATNA
  • Negotiation stages
2. Natural Tendencies in Negotiation
  • Competitive negotiations
  • Natural tendencies
  • Tactics used in negotiations
3. Your Personal Approach to Conflict
  • Temperament theory and collaboration
  • Compromise vs. win-win
  • Cultural considerations
  • Collaboration
4. Competitive and Collaborative Negotiation
  • Two styles of negotiation
  • Positions vs. interests
  • Conflict resolution
  • Power behaviors
  • BATNA
5. Collaborative Negotiation: Creating the Win-Win
  • Methodology
  • Identify each party's objectives
  • Finding common interest
  • Strategies to develop trust
6. Preparing to Negotiate
  • Template for preparing for negotiation
  • Situational analysis
  • Identify negotiation scenario
  • Assess BATNA
  • Identify positions and interests
  • Develop negotiation strategy
7. Getting Past "No"
  • Two types of conflict
  • Value of escalation options
  • Conflict resolution tips and techniques
8. Team Negotiations
  • Pros and cons of negotiating in teams
  • Determining roles
  • Authority and decision making
Hands-On Activities
  • Identifying Natural Competitive Tendencies
  • Negotiating in a Competitive Situation vs. a Collaborative Situation
  • Complete Thomas-Kilmann Personal Conflict Assessment
  • Resolving Conflict in Negotiations
  • Using BATNA
  • Moving from Positions to Interests
  • Leveraging Interests and Common Interests in Negotiation
  • Negotiations Among Three or More

Cancellation Policy

We require 16 calendar days notice to reschedule or cancel any registration. Failure to provide the required notification will result in 100% charge of the course. If a student does not attend a scheduled course without prior notification it will result in full forfeiture of the funds and no reschedule will be allowed. Within the required notification period, only student substitutions will be permitted. Reschedules are permitted at anytime with 16 or more calendar days notice. Enrollments must be rescheduled within six months of the cancel date or funds on account will be forfeited.

Training Location

GK at ctc Ottawa
11 Holland Ave suite 100

Ottawa, Ontario
Canada   

About Global Knowledge

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Global Knowledge is the world's leading learning services and professional development solutions provider. We deliver learning solutions to support customers as they adapt to key business transformations and technological advancements that drive the way that organizations around the world differentiate themselves and thrive. Our learning programs, whether designed for a global organization or an individual professional, help businesses close skills gaps and foster an environment of continuous talent development.

Training Provider Rating

This vendor has an overall average rating of 4.39 out of 5 based on 426 reviews.

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Wasn’t as advanced as I thought it would be. There was an issue when the day my course was the first time they used a new platfo ... Read more
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Wasn’t as advanced as I thought it would be. There was an issue when the day my course was the first time they used a new platform.. from adobe to something called zoom; I had to call support line cause it stated our instructor wasn’t present. Thankfully I called cause everyone online was in the adobe virtual classroom waiting for what looked like a teacher who didn’t show up for class (IT didn’t get anything resolved until 10mins after start time). I felt like he was really getting hung up on very basic knowledge for the first half of the course (talking about how to create tabs and drag formulas as an example). I completed files a few times before he was done explaining. There was a scheduled fire drill for them (roughly 30mins)that also cut into our time, which wasn’t deducted from the hour lunch break or the two, fifteen min breaks. I also really wish he touched base more on the automating workbook functions portion which we barely did. I'm happy there were/are those study guides (learning videos) and exams to take on my own time that I hope after I've had the class are still available for me to learn from.

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It was difficult to practice on my PC while trying to watch the presentation online.

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