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Start Date: 10 Feb, 2025

End Date: 14 Feb, 2025

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$3,000

Event Details

OBJECTIVE:

The main objective of this Advanced Negotiation Skills for Project Managers course is to empower project managers and other project management professionals with—

  • detailed knowledge and experience of negotiating for various aspects while managing a project
  • the confidence to undertake critical roles and responsibilities involving sensitive and difficult negotiations to fulfil the necessary requirements of a project
  • the necessary skillset to conduct successful negotiations for the organisation, thus establishing credibility and potential for future growth
  • the experience and knowledge to analyse realistic scenarios to devise an effective negotiation strategy for the organisation
  • the awareness and perspective to determine the most appropriate influencing approaches and strategies for stakeholder interaction
  • the required skill and capability to manage projects effectively, within the defined and agreed timeline, budget and quality, thus demonstrating credibility and fostering further professional growth and development
  • the required skill set, experience and maturity to conduct mature and constructive negotiations for various important aspects of a project
  • the ability, confidence and knowledge to train other colleagues to become good negotiators
  • the knowledge and ability to use effective and advanced negotiation strategies and concepts in all discussions
  • the experience and capability to successfully handle cross-cultural negotiations
  • the ability and experience to effectively manage and overcome all challenges related to negotiations

CONTENT:

 Approaches to Negotiations

  • Distributive (win-lose approach)
  • Lose-lose approach
  • Compromise
  • Integrative (win-win approach)

Basic Negotiation Styles

  • Competing (aggressive)
  • Collaborating (cooperative)
  • Avoiding
  • Compromising
  • Accommodating (conceding)

 Stages of Negotiation

  • Preparation
  • Opening
  • Bargaining
  • Closing

Elements of Negotiation

  • Interests
  • Alternatives
  • Relationships
  • Options
  • Legitimacy
  • Communication
  • Commitment

 BATNA and WATNA

  • Definition/explanation of BATNA (best alternative to a negotiated agreement)
  • Definition/explanation of WATNA (best alternative to a negotiated agreement)
  • Importance of both
  • Challenges in determining both

Ethics in Negotiation

  • Influencing factors
    • Demographic
    • Personality differences
    • Moral development
  • Influencers of unethical conduct
    • Profits
    • Competition
    • Injustice
  • Approaches to ethical reasoning
    • End-result ethics
    • Duty ethics
    • Social contract ethics
    • Personal ethics

 Body Language in Negotiations

  • The Face
  • Cues
  • Gestures

 Different Communication and Negotiation Styles Across Countries

  • Indirect versus direct
  • Elaborate versus succinct
  • Contextual versus personal
  • Affective versus instrumental

Key to Successful Negotiations with Stakeholders

  • Know your stakeholder
  • Use vision as a tool
  • Focus on alignment
  • Justify your position
  • Ask open questions
  • Bring focus
  • Listen and understand problems

 Challenges in Negotiations in Project Management

  • Lack of understanding
  • Lack of time
  • Lack of preparation
  • Lack of patience
  • Criticism/sarcasm/derogatory remarks
  • Rigidity
  • Last minute changes
  • Lack of confidence

 Some Best Practices in Negotiations

  • Prepare well
  • Identify all negotiation points before project start
  • Exercise optionality
  • Leverage all modes of communication
  • Manage emotions
  • Listen intently
  • Anchor expectations clearly

 


This course is available in the following locations:
Nigeria - $3000
Ghana    - $6000
Rwanda - $7000
UK - $8000
USA - $8000

 

Venue

200, Murtala Muhammed Way (2nd & 3rd Floors), Adekunle Bus Stop, Yaba, Lagos - Nigeria.

Other Dates

Start Date End Date
26 May, 2025 30 May, 2025
Start Date End Date
10 Feb, 2025 14 Feb, 2025