Course Certified By:

Introduction

Negotiation is often the best — and sometimes the only — way to develop effective, lasting solutions to many kinds of project problems.
This program builds the skills you need to craft constructive agreements between the project team and the other stakeholders.
Participative exercises will help you master basic concepts: getting agreement vs. eliminating differences and positions vs. interests.
You will also learn when to negotiate, how to prepare for a negotiation, how to manage the aggressive negotiator, and how to deal with “everyday” negotiations. Case studies include both internal negotiations and contract negotiations.
Approximately 70% of class time is devoted to casework and experiential learning.
During hands-on exercises, you will work as part of a team to apply the techniques of win-win negotiating to a series of increasingly challenging project negotiations.

Objectives

Upon completion, you will be better able to:
• Determine whether to negotiate
• Describe the phases of a negotiation
• Use a structured process to negotiate
• Deal with an aggressive negotiator
• Craft agreements that preserve your relationship with your counterpart
• List useful tactics for negotiating

Who Should Attend?

This program is designed for individuals who have or expect to have responsibility for leading or managing a project, subproject, or project phase.
Newcomers will learn new skills.
More experienced managers will enhance their ability to apply what they already know.

Training Method

• Pre-assessment
• Live group instruction
• Use of real-world examples, case studies and exercises
• Interactive participation and discussion
• Power point presentation, LCD and flip chart
• Group activities and tests
• Each participant receives a 7” Tablet containing a copy of the presentation, slides and handouts
• Post-assessment

Program Support

This program is supported by:
* Interactive discussions
* Role-play
* Case studies and highlight the techniques available to the participants.

Course Agenda

The course agenda will be as follows:
• Technical Session 08.30-10.00 am
• Coffee Break 10.00-10.15 am
• Technical Session 10.15-12.15 noon
• Coffee Break 12.15-12.45 pm
• Technical Session 12.45-02.30 pm
• Course Ends 02.30 pm