Negotiation Skills for Project Managers
Course Description
This course is based on the Project Management Body of Knowledge (PMBOK® Guide) to managing projects. (PMI is the author and owner of the PMBOK® Guide titled “A Guide to the Project Management Body of Knowledge”). This
is a global standard of best practice which covers most aspects of managing a project. However, this particular course focuses on the opportunities for improving the project manager’s ability to negotiate.
is a global standard of best practice which covers most aspects of managing a project. However, this particular course focuses on the opportunities for improving the project manager’s ability to negotiate.
Course Duration
2 days
Course Objectives
Project managers negotiate continuously, but usually on an informal and unplanned basis. They must reach agreement with suppliers for input to the project, with customers concerning what the project will deliver, and with project team members over their availability and input to the project. Improving the project manager’s ability to conduct both formal and informal negotiations will contribute significantly towards a successful project.
On completion of this practical course delegates will have a clearer understanding of their own personal strengths in negotiation, practical strategies for planning and conducting successful negotiations, and a series of guidelines for integrating these strategies into their project environments.
On completion of this practical course delegates will have a clearer understanding of their own personal strengths in negotiation, practical strategies for planning and conducting successful negotiations, and a series of guidelines for integrating these strategies into their project environments.
Course Content
Course Introduction
Administration, Objectives; negotiation in the PMBOK context
Competition or Collaboration
Classic views of negotiation
Personal styles
The influence of the project manager’s own style and preferred approach to negotiation
Stages of Negotiation
Building rapport; exploration; movement; closing
Understanding the Other Party
Primary and secondary issues; areas of conflict
Strategies
Establishing interests, options, criteria; bridging, reframing, educating
Best Alternative To Negotiated Agreement
Definition; need to negotiate; strengthening the need
Negotiating within the Project Team
Determining roles; identifying interests; defining the process
Managing Conflict
Dealing with conflict in a negotiation; personal strengths; conflict escalation
Negotiating Between Teams
Establishing an approach; identifying interests; analyse your own situation
Exercises
There is role-play on this course, to illustrate the main learning points. Delegates will be expected to participate in several negotiation exercises, in order to practise some of the techniques discussed on the course.
Administration, Objectives; negotiation in the PMBOK context
Competition or Collaboration
Classic views of negotiation
Personal styles
The influence of the project manager’s own style and preferred approach to negotiation
Stages of Negotiation
Building rapport; exploration; movement; closing
Understanding the Other Party
Primary and secondary issues; areas of conflict
Strategies
Establishing interests, options, criteria; bridging, reframing, educating
Best Alternative To Negotiated Agreement
Definition; need to negotiate; strengthening the need
Negotiating within the Project Team
Determining roles; identifying interests; defining the process
Managing Conflict
Dealing with conflict in a negotiation; personal strengths; conflict escalation
Negotiating Between Teams
Establishing an approach; identifying interests; analyse your own situation
Exercises
There is role-play on this course, to illustrate the main learning points. Delegates will be expected to participate in several negotiation exercises, in order to practise some of the techniques discussed on the course.
Who should attend?
This course is designed for all project managers who achieve project success through other people. This course is designed to focus only on the negotiation skills required for project managers. Attendees will be issued with a detailed certificate valid for 13 PDUs (Professional Development Units) required to achieve PMI® certification.
Pre-requisites
None.
