Negotiation for Project Managers

An Intensive 3-Day Training Course

Negotiation for Project Managers

We currently have no scheduled session for this Course. If you are interested in running this course, please contact our Training Department at

Why Choose this Training Course?

Why Choose this Training Course?

A key function of the Project Manager is to negotiate solutions to problems in a highly effective way across a wide variety of contextual situations. ‘Negotiation for Project Managers’ training course explains in detail the negotiation process and how to use it effectively, giving delegates the negotiation skills they need to succeed in today’s challenging project management environment.

‘Negotiation for Project Managers’ training course provides delegates with an opportunity to learn and then practice these skills through a variety of challenging hands-on negotiation exercises with a high degree of interactivity that stress participation and reinforce and build on the comprehensive course materials.

This training course will feature:

  • Key analysis of the negotiation process
  • Constituent elements of effective negotiation behaviour
  • Essential tools and knowledge to plan and manage a range of negotiation scenarios
  • Understanding to make the most of your own natural negotiation style
  • Skills to influence people more effectively to achieve objectives and reach goals
  • Exerting influence and negotiate in different cultural contexts

What are the Goals?

What are the Goals?

By the end of this training course, participants will:

  • Have developed a range of highly effective negotiation skills and influencing strategies that can be used in a range of situation
  • Know how to effectively analyse, plan and prepare for every negotiation
  • Understand how to use key mediation strategies to help reconcile competing interests and craft workable agreements
  • Appreciate the benefits of controlling and reading body language
  • Have become a more effective and confident negotiator and manager

Who is this Training Course for?

Who is this Training Course for?

This training course is appropriate for the following ambitious and motivated individuals who have the desire work hard to build a core project management competence that will benefit both the individual and organisation:

  • Professionals
  • Managers
  • Team Leaders

How will this Training Course be Presented?

How will this Training Course be Presented?

This is a highly interactive training course, using a mix of formal presentations, case studies, role-play exercises, self-assessments, presentations and group discussions.

The teaching methods used provide an opportunity for delegates to learn, develop and then practice the skills taught using a variety of hands-on exercises that stress participation and that reinforce and build on the comprehensive course materials provided.

Daily Agenda

Day One: Analysis of the Negotiation and Conflict Management Process

Competency Description: On day 1, participants acquaint themselves with the essential analysis of the negotiation and conflict management process. Participants go on to complete an assessment of their own natural negotiation style and develop ways of making themselves more effective negotiators by exploring how to manage the fundamental tensions present in every negotiation.

Key behaviours:

  • Understanding why negotiation is important for project managers
  • Defining the key components of negotiation
  • Identifying conflict management strategies
  • Recognising personal negotiation styles
  • Isolating key negotiation tensions

Topics to be covered:

  • Negotiation theory and practice – negotiation defined
  • Power and society – the rise of negotiation
  • Introductory negotiation exercise
  • Conflict management strategies - matching strategies to situations
  • Negotiation Style Assessment
  • The two distinct approaches to negotiation
  • Negotiation as a mixed motive process
  • Repeat prisoner dilemma negotiation exercise


Day Two: Developing a Strategic Approach

Competency Description:On day 2, participants build on their own understanding of win-win collaborative negotiation behaviour by considering in detail some core value claiming and then value creating negotiating strategies which lie at the heart of becoming a highly effective negotiator.

Key behaviours:

  • Understanding the nature of value claiming behaviours
  • Identifying key value claiming strategies
  • Identifying key value creating strategies
  • Recognising the various types of negotiation outcomes

Topics to be Covered:

  • Competitive ‘value claiming’ negotiation strategies
  • BATNA; Zone of Possible Agreement
  • Openings, Anchors & Target Points; Offer and counter offer
  • Cooperative ‘value creating’ Negotiating Strategies
  • Unbundling, package deals, multiple offers
  • Integrative negotiation exercise
  • Questioning and active listening strategies
  • The four possible outcomes in any negotiation


Day Three: Negotiation Planning and Preparation Tools

Competency Description:On day 3, participants consider a simple but highly effect preparation tool, which builds on the strategies explored earlier in the course. They then go onto to explore the highly effective techniques of the mediator both as a negotiation tool and also as a third party skill to help manage conflict. Finally participants consider the important influence of body language as well as how to deal with cross culture negotiation more effectively.

Key behaviours:

  • Developing an effective negotiation preparation tool
  • Understanding sources of negotiation power
  • Placing mediation skills in a negotiation context
  • Identifying key mediation behaviours and strategies
  • Recognising the cross-cultural dimension

Topics to be Covered:

  • Negotiation planning and preparation
  • Identifying power in negotiation and building your power base
  • Negotiation power exercise
  • Mediation as a facilitated negotiation
  • Techniques of the mediator - practical mediation skills to help resolve disputes
  • Body language and determining thoughts from body language
  • Some advice for cross cultural negotiators
  • Traits of a successful negotiator
  • Bringing it all together – key learning points


  • On successful completion of this training course, a PetroKnowledge Certificate will be awarded to the delegates

Frequently Asked Questions

How can I register for a training course?

  • To register online through our website, please click “Enroll Now” on the course page, complete and submit the form. A confirmation e-mail and instructions will be sent to the participant’s e-mail.
  • You may also get in touch with our Registration Team on
    +971 50 981 7386 | +971 2 557 7389 or send an email to

When and how do I arrange payments?

  • Payments can be made in USD or UAE local currency AED (Arab Emirates Dirhams) either by Bank Transfer or by Credit Card. Our Bank Account details will be provided on the invoice.
  • Course fees are payable upon booking unless a valid, authorized Purchase Order is provided and accepted.
  • Invoices will be sent via email/courier to the ID/name and address provided.
  • The course fee shall be settled prior to course start date. Corporate payments with existing payment policy shall be relayed to us in advance.

When should I expect to receive confirmation of registration?

Upon successful registration online, enrolment on the respective training course will be confirmed by Registration Team by e-mail along with the invoice and joining instruction.

Is there a discount for more than one registrant/course?

For corporate fees and group registration, please send your query to

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All rights reserved. Any unauthorized copying, distribution, use, dissemination, downloading, storing (in any medium), transmission, reproduction or reliance in whole or any part of this course outline is prohibited and will constitute an infringement of copyright.

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