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 info@petroknowledge.com
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
Certificate
- On successful completion of this training course, a PetroKnowledge Certificate will be awarded to the delegates
