Training in Advanced Negotiation Skills for Project Managers

Course Description

Negotiation skills are required in almost all fields of work. In project management, particularly, negotiation skills are required to effectively collaborate with stakeholders, negotiate for resources, plan to finalize the project budget, and establish the scope of the project. Project managers need to be able to favourably negotiate to acquire the best resources, and budget to ensure appropriate and fruitful outcomes of a project. Project managers act as leaders, negotiators, delegators, and mediators simultaneously and thus need to be able to focus on all aspects of their role.

Most project managers are aware of some best practices to develop effective negotiation skills, such as preparing well before a negotiation, understanding the full scope of all negotiation touchpoints before a project begins, being the first to anchor expectations, exercising optionality, and leveraging all facets of communication. Negotiation plays an important part in determining the success or failure of a project, and thus, all project managers should focus on developing their negotiation skills.

This Advanced Negotiation Skills for Project Managers course will empower participants with the necessary skill set to conduct fruitful and meaningful negotiations to acquire the best resources, budget and other important factors for successfully managing projects. Further, the knowledge and experience gained through this course will equip participants with the confidence and credibility to successfully drive and conduct critical negotiation discussions for their organizations, thus demonstrating talent and paving way for more opportunities for growth and progression.

Course Objectives

By the end of the course, participants should be able to:

• Confidently undertake critical roles and responsibilities involving sensitive and difficult negotiations to fulfil the necessary requirements of a project.
• Conduct successful negotiations for the organization, thus establishing credibility and potential for future growth.
• Analyze realistic scenarios to devise an effective negotiation strategy for the organization.
• Determine the most appropriate influencing approaches and strategies for stakeholder interaction.
• Manage projects effectively, within the defined and agreed timeline, budget and quality, thus demonstrating credibility and fostering further professional growth and development.
• Efficiently conduct mature and constructive negotiations for various important aspects of a project
• Use effective and advanced negotiation strategies and concepts in all discussions.
• Successfully handle cross-cultural negotiations
• Effectively manage and overcome all challenges related to negotiations.

Who Should Attend?

Project managers, Project Management Officers, Senior Level Managers, Human Resource Professionals, and any other Professional who wishes to maintain relationships with all stakeholders and negotiate with them on various facets of a project.

Course Outline

The course will cover the following topics important to understanding advanced negotiation skills for project managers:

Module 1 – Approaches to Negotiations

• Distributive (Win-Lose Approach)
• Lose-Lose Approach
• Compromise
• Integrative (Win-Win Approach)

Module 2 – Basic Negotiation Styles

• Competing (Aggressive)
• Collaborating (Cooperative)
• Avoiding
• Compromising
• Accommodating (Conceding)

Module 3 – Stages of Negotiation

• Preparation
• Opening
• Bargaining
• Closing

Module 4 – Elements of Negotiation

• Interests
• Alternatives
• Relationships
• Options
• Legitimacy
• Communication
• Commitment

Module 5 – BATNA and WATNA

• Definition/explanation of BATNA (Best Alternative to A Negotiated Agreement)
• Definition/explanation of WATNA (Worst Alternative to A Negotiated Agreement)
• Importance of both
• Challenges in determining both.

Module 6 – 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

Module 7 – Body Language in Negotiations

• The Face
• Cues
• Gestures

Module 8 – Different Communication and Negotiation Styles Across Countries

• Indirect versus direct
• Elaborate versus succinct.
• Contextual versus personal
• Affective versus instrumental

Module 9 – 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.

Module 10 – 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

Module 11 – 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

Requirements

Participants should be reasonably proficient in English. Applicants must live up to Phoenix Center for Policy, Research & Training admission criteria.

NOTE

1. Discounts: Organizations sponsoring Four Participants will have the 5th attend Free
2. What is catered for by the Course Fees: Fees caters for all requirements for the training – Learning materials, Lunches, Teas, Snacks and Certification. All participants will additionally cater for their travel and accommodation expenses, visa application, insurance, and other personal expenses.
3. Certificate Awarded: Participants are awarded a Certificate of Completion after successful completion of the training.
4. The program content shown here is for guidance purposes only. Our continuous course improvement process may lead to changes in topics and course structure.
5. FREE Consultation and Coaching provided during and after the course.
6. Approval of Course: Our Programs are NITA Participating organizations can therefore claim reimbursement on fee paid in accordance with NITARules.

How to Book: Simply send an email to the Training Officer on training@phoenixtrainingcenter.com and we will send you a registration form. We advise you to book early to avoid missing a seat to this training.

Or call us on +254720272325 / +254737566961

Payment Options: We provide 3 payment options, choose one for your convenience, and kindly make payments at least 5 days before the Training start date to reserve your seat:

1. Groups of 5 People and Above – Cheque Payments to: Phoenix Center for Policy, Research and Training Limited should be paid in advance, 5 days to the training.
2. Invoice: We can send a bill directly to you or your company.
3. Deposit directly into Bank Account (Account details provided upon request)

Cancellation Policy

1. Payment for all courses includes a registration fee, which is non-refundable, and equals 15% of the total sum of the course fee.
2. Participants may cancel attendance 14 days or more prior to the training commencement date.
3. No refunds will be made 14 days or less to the training commencement date. However, participants who are unable to attend may opt to attend a similar training at a later date or send a substitute participant provided the participation criteria have been met.

Tailor Made Courses

This training course can also be customized for your institution upon request to a minimum of 5 participants. You can have it delivered at our Training Centre or at a convenient location.

For further inquiries, please contact us on Tel: +254720272325 / +254737566961 or Email training@phoenixtrainingcenter.com

Accommodation: Accommodation is arranged upon request and at extra cost. For reservations contact the Training Officer on Email: training@phoenixtrainingcenter.com or on Tel: +254720272325 / +254737566961