ADVANCED NEGOTIATION SKILLS FOR PROJECT MANAGERS

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