Who the course is for:

• Project Managers
• Business Analyst
• Managers
• Team Leaders
• Project Team Members
   

Course objectives:

By the end of this course, you will be able to:

• Use competitive and collaborative negotiation strategies with success
• Recover a stalled negotiation using breakthrough techniques
• Adjust your negotiating style to match the preferences of the other party
• Deactivate the impact emotions and focus on finding agreement
• Apply negotiation skills for efficient cost and schedule performance
• Plan strategies to effectively develop and manage collaborative relationships critical to your project
   

Benefits:

• Useful and readily applicable tools
• Consistent professional terminology in the field of project management
• An international expert available for consultation (during and after the training course)
• Sharing experience with other participants and opportunity for business networkin
• Improving your business English skills
• Bilingual training materials with additional reference materials
   

Certification

Students will receive certyficate of course completion signed by MT&DC as PMI® Global Registered Provider.

Our courses give knowledge needed to prepere for PMP® and other PMI's exams.

More about certification

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Description

Negotiation is an invaluable skill for any project manager. Not only do you negotiate agreements with vendors and contractors, but you must effectively negotiate with stakeholders, customers and team members throughout the life of a project. This highly interactive experience covers the dynamics, processes and techniques of internal and external negotiation situations faced by project managers. Short on lecture and long on practice, this course provides participants the opportunity to experience one-on-one negotiations. You will learn how to analyze your own and the other party`s negotiation style, diffuse conflict and turn it into an advantage, and negotiate more effectively. You will also learn how to negotiate for efficient cost and schedule performance and achieve successful results on time. Participants will receive coaching and feedback from the instructor and the other participants.

Course Topics

1. Negotiation in the Project Environment

• a. Stakeholder analysis
• b. Negotiating with key stakeholders
• c. Negotiation and the triple constraint
• d. Issues throughout the project life cycle

2. Natural Tendencies in Negotiation

• a. Negotiating from positions
• b. Transformation of goals
• c. Destroying trust
• d. Need to win
• e. Emotional reaction

3. Developing the Best Alternative to Negotiated Agreement (BATNA)

• a. Defining BATNA
• b. Determining the need to negotiate
• c. Strengthening and using the BATNA
• d. The other party's BATNA

4. The Two Major Schools of Negotiation: Competitive and Collaborative

5. Competitive Negotiation

• a. Determining primary and secondary issues
• b. Establishing maximum and minimum positions
• c. Defining the conflict range
• d. Assessing the negotiation range

6. Understanding and Developing Your Negotiation Style

• a. Myers-Briggs Type Indicator® (MBTI) and communication style
• b. Personality preferences and style
• c. Temperament Theory and collaboration

7. Collaborative Negotiation: Creating Win–Win by Exploring Differences

• a. Clarifying interests
• b. Developing options
• c. Establishing criteria

8. Negotiating Within the Team

• a. Identifying interests
• b. Defining the process
• c. Determining roles

9. Negotiating Between Teams

• a. Establishing an approach
• b. Monitoring the dialogue
• c. Clarifying all interests

10. Preparing to Negotiate Your Project

• a. Analyzing your situation
• b. Predicting the other party's situation

11. Dealing with Conflict in Negotiations

• a. Insights from MBTI®
• b. Sequence of strengths as conflict escalates

12. Breakthrough Strategies to Get Past “No”

• a. Managing emotional content
• b. Reframing vs. reacting
• c. Building a golden bridge
• d. Educating vs. escalating

13.Maintaining and Building Your New Skills

• a. Personal Action Plan
• b. Other useful strategies for long-term gains

PMBOK® Guide knowledge areas:

• Project Scope Management
• Project Human Resource Management
• Project Procurement Management
• Communications Management
   

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