Negotiation Skills for Project Managers

  • Tuition USD $2,295
  • Reviews star_rate star_rate star_rate star_rate star_half 1115 Ratings
  • Course Code 2644
  • Duration 4 days
  • Available Formats Virtual, Classroom

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.

Skills Gained

  • How personality can help (or hurt) a negotiation
  • Negotiation practices and techniques
  • How to thoroughly plan for a negotiation
  • How to execute a negotiation strategy
  • Breakthrough tactics for difficult negotiations

Who Can Benefit

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 Details

1. Introduction to Negotiation

  • Negotiation Defined
  • Conflict Resolution
  • Stages of Negotiation

2. Personality and Negotiation

  • Natural Tendencies
  • The Six Principles of Persuasion
  • Thomas-Kilmann Conflict Mode Instrument
  • Collaborative Negotiation

3. Negotiation Practices and Techniques

  • Negotiation Planner
  • Positions vs. Interests
  • Power Bases
  • The Art of Questions
  • Problem-Solving Question
  • Creative Options to Achieve Mutual Gain
  • Objective Criteria
  • BATNA

4. Putting Negotiation into Action

  • Preparing for a Negotiation
  • During the Negotiation
  • After the Negotiation
  • Team Negotiations

5. Breakthrough Strategies

  • Identifying Obstacles
  • Overcoming Obstacles
  • Achieving a Collaborative Negotiation

6. Putting It All Together

  • Collaborative Negotiation: A Final Thought

Hands-On Activities:

  • The Four Types of Conflict Resolution
  • Stages of Negotiation
  • The Pharmaceutical Manufacturer's Dilemma
  • Basic One-on-One Negotiation
  • Complete Thomas-Kilmann Personal Conflict Assessment
  • Finding Common Interests
  • Asking Key Questions
  • Developing an Agreement
  • Determining BATNA
  • Preparing a Negotiation Strategy
  • Active Listening and Reframing
  • My Negotiation

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

When does class start/end?

Classes begin promptly at 9:00 am, and typically end at 5:00 pm.

Does the course schedule include a Lunchbreak?

Lunch is normally an hour long and begins at noon. Coffee, tea, hot chocolate and juice are available all day in the kitchen. Fruit, muffins and bagels are served each morning. There are numerous restaurants near each of our centers, and some popular ones are indicated on the Area Map in the Student Welcome Handbooks - these can be picked up in the lobby or requested from one of our ExitCertified staff.

How can someone reach me during class?

If someone should need to contact you while you are in class, please have them call the center telephone number and leave a message with the receptionist.

What languages are used to deliver training?

Most courses are conducted in English, unless otherwise specified. Some courses will have the word "FRENCH" marked in red beside the scheduled date(s) indicating the language of instruction.

What does GTR stand for?

GTR stands for Guaranteed to Run; if you see a course with this status, it means this event is confirmed to run. View our GTR page to see our full list of Guaranteed to Run courses.

Does ExitCertified deliver group training?

Yes, we provide training for groups, individuals and private on sites. View our group training page for more information.

Does ExitCertified deliver group training?

Yes, we provide training for groups, individuals, and private on sites. View our group training page for more information.

Great! Teacher was awesome! Really engaging and that is hard to do with IT related things.

Your team appears to be VERY experienced and can present and discuss ALL topics. I am very pleased with my learning experience with ExitCertified. Thank you!

The course material and instructor were very good. easy to follow, lab was setup nicely and was able to complete most of the lab material.
The Koretex App is absolute garbage and very cumbersome to use on a tablet/ipad. A PDF file would be 100 times better than that atrocious app.
As a recommendation this class should be 5 days instead of 4 as some chapters had to be rushed.

Great company to work with. Have taken training with Exit in the past. This experience is consistent with the others.

Instructor, Training material & span of the training is neatly planned.

3 options available

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  • Nov 2, 2020 Nov 5, 2020 (4 days)
    Location
    Virtual
    Language
    English
    Time
    12:00 18:00 EST
    Enroll
    Enroll
  • Dec 7, 2020 Dec 10, 2020 (4 days)
    Location
    Virtual
    Language
    English
    Time
    12:00 18:00 EST
    Enroll
    Enroll
  • Jan 11, 2021 Jan 14, 2021 (4 days)
    Location
    Virtual
    Language
    English
    Time
    12:00 18:00 EST
    Enroll
    Enroll
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