International Institute for Learning, Inc.
Leadership and Interpersonal Skills
Effective Negotiating Skills For Project Managers
The Fast Track to Yes!
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Course No.:
2 Days
14 PDUs / 1.4 CEUs
IIL Virtual Classroom
Course No.:
Four 3-hour sessions
12 PDUs / 1.2 CEUs
Course Level:
Good understanding of project management methodology.
Intermediate / Advanced
  About the Program

Become skilful at dealing with unworkable differences – situations where there appears to be no acceptable compromise. This course shows you how to work towards agreements where all parties are pleased with the outcome. Regardless of whether you bring your most challenging situations to this workshop or work through the compelling real-life class examples, you will enhance your personal and professional life with powerful new skills.

The goal of this course is to improve your negotiation skills by helping you to identify your own preferred negotiation strategies, so that you may adapt this to the progress and format of any given negotiation. The course is also designed for you to experience typical negotiation situations at certain key points of the life cycle of a project, enabling you to develop an awareness of your effectiveness during negotiations at these stages. The majority of time in this course is spent on practicing newly presented negotiation techniques and receiving feedback on application for further development and improvement.

Who Should Attend
Among those who can benefit from this course are:

  • Project managers
  • Program and portfolio managers
  • Project team members
  • Line managers
  • Specialists
  • Other staff engaged in project negotiations on a regular basis

What You Will Learn
You’ll learn how to improve the chance of successful “win-win” negotiation by:

  • Identifying, formulating and applying effective negotiation strategies
  • Recognizing each phase of the negotiation process and utilizing tactics and tools to effectively move through each phase
  • Applying the basics of a principled negotiation approach
  • Developing and using a negotiation checklist

Course Overview
Getting Started

  • Introductions
  • Course structure
  • Course goal and objectives
  • Establishing personal learning objectives

Negotiation Basics

  • Understanding the foundational concepts of negotiation
  • Developing an awareness of your own negotiation strategies
  • Negotiation phases
  • Common approaches to negotiating
  • Principled negotiating basics
  • Personal negotiating strategies

Project Negotiation Simulation

  • Different levels of complexity in negotiations
  • Working within negotiation phases and identifying when to move into the next phase
  • Practice in adapting negotiation strategy to the dynamics of the negotiation
  • Optimizing negotiation skills
  • Simulation role play one: negotiating a project charter
  • Simulation role play two: negotiating for project resources
  • Simulation role play three: negotiating for a specific project resource

From Training Course to Practical Application

  • Reviewing personal learning objectives
  • Assessing development progress
  • Committing to transfer minimum of three new behaviors to work environment
  • Peer exercise: achievements
  • Personal commitments

Recap & Closing

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