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