Negotiation Skills for Project Managers (PM26)

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 Outline

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