Effective Negotiating Skills for Project Managers Workshop

International Institute for Learning, Inc.
Dallas, Portland, Sacramento, Salt Lake City, United States

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' Become a master at dealing with unworkable differences - situations where there appears to be no acceptable compromise. This program shows you how to reach agreements where all parties are pleased with the outcome. Regardless of whether you bring your most challenging situations to this workshop or work through the compelling real-life class examples, you will enhance your personal and professional life with powerful new skills.

The goal of this course is to equip participants with knowledge and practice of successful negotiation tips and tactics with emphasis on when, how, and why these techniques apply to project management.

Who Should Attend
Executives, senior management, project and resource managers, team leaders, union leaders, purchasing managers, labor negotiators and HR professionals.

Focus on Practical Skills


Practice the logical steps to prepare yourself for any negotiation
Surface the hidden assumptions that block successful negotiation
Use a jointly constructed negotiation diagram to move the negotiation from emotion towards logic
Communications �75% of the problem
Deal effectively with people who have more power/authority
Find out how to deal with people over whom you have power
What You Will Learn
At the end of this workshop, you will understand how to improve the chance of successful “win-win�negotiation by:

Understanding, applying, and formulating the importance of communications skills in negotiations
Applying negotiation concepts, tools, and tactics to negotiate a win-win solution
Formulating effective and proactive plans before entering into negotiations
Course Overview
Getting Started

Introductions
Course structure
Course goal
Course objectives
Communications Framework for Negotiation

Explain the importance of communications skills in negotiations
Identify common barriers to effective communications in negotiations and how to manage them
Apply key concepts of communication to negotiation more effectively and efficiently
Negotiation Concepts and Framework

Identify key issues related to positional negotiation
Apply the concepts of principled negotiations
Identify common barriers to effective and efficient negotiations and how to manage them
Use communications skills to facilitate effective negotiations
Negotiating Planning

Understand and apply the Negotiation Planning Diagram Model and BATNA process to negotiations planning
Contract Negotiations and Tactics

Apply Phase 2 steps 2 through 5 to the negotiation process
Discuss the ten factors in power negotiations
Use the “Seven Tactics for Treating Perception �or Framing �Problems�for negotiations
Identify and apply techniques to avoid common errors
Post Negotiations Retrospective

Apply a “Continuous Improvement�process to capture lessons learned using the Negotiation Retrospective Form (NRF)


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Phone:800-325-1533 or +1-212-758-0177

School Address:

110 East 59th Street, New York, NY 10022-1380

Jobs & Resumes: Dallas, Portland, Sacramento, Salt Lake City
Houses & Roommates: Dallas, Portland, Sacramento, Salt Lake City
Travel Agencies: Dallas, Portland,

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