Advanced Negotiation Skills for Project Managers

The Advanced Negotiation Skills for Project Managers training course will cover the following topics and more:

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

Course Booking

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