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Effective Negotiation Skills For
Managers and Project Managers
… Speed up your journey to the “YES!”
Become a master of 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.
Prerequisite
Good understanding of project management
Course Level
Intermediate/Advanced
Duration
2 Days
Who should attend?
Executives, senior management, project and resource managers,
team leaders, purchase managers, labor negotiators and HR
Professionals.
Performance Focus
- Practice the logical steps to prepare yourself for any
negotiations
- Surface the hidden assumptions that block successful
negotiations
- Use a jointly constructed negotiations diagram to move
the negotiations from emotions to logic
- Communications – 70% - 80% of the problem
- Deal effectively with people who have more
power/authority
- Find out how to deal with the people over whom you have
power
What You Will Learn
By the end of this session, you will understand how to
improve the chance of successful “win-win”
negotiations 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
Content
Basic outline of the course:
Getting Started
Introductions
Course Structure
Course goal
Course objective
Communication Framework for
Negotiation
Importance of communication skills in negotiations
Identify common barriers to effective communications in negotiations
and how to manage them
Apply key concepts of communication to negotiate more effectively
and efficiently
Negotiation Concepts And Framework
Identify key issues related to positional negotiations
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 |
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Negotiation Planning
Understanding and applying the
negotiation planning diagram model and BATNA process to negotiations
planning
Contract negotiations and
tactics
Apply phase 2 and steps 2 through 5 to the negotiating 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)
Recap & Closing |
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