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About The Course

Course Description

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

Most project managers are well aware or made well 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 Phoenix Center for Policy, Research and Training 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 the project. 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 organization, thus demonstrating talent and paving way for more opportunities for growth and progression.

Course Objectives

Upon the successful completion of this Training Course on Advanced Negotiation Skills for Project Managers, participants will be able to:

  • Acquire detailed knowledge and experience of negotiating for various aspects while managing a project
  • Build the confidence to undertake critical roles and responsibilities involving sensitive and difficult negotiations to fulfil the necessary requirements of a project
  • Acquire the necessary skillset to conduct successful negotiations for the organization, thus establishing credibility and potential for future growth
  • Acquire the experience and knowledge to analyze realistic scenarios to devise an effective negotiation strategy for the organization
  • Determine the most appropriate influencing approaches and strategies for stakeholder interaction
  • Gain 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
  • Gain the required skill set, experience and maturity to conduct mature and constructive negotiations for various important aspects of a project
  • Acquire the knowledge and ability to use effective and advanced negotiation strategies and concepts in all discussions
  • Acquire the experience to effectively manage and overcome all challenges related to negotiations

Training Methodology

The course is designed to be highly interactive, challenging and stimulating. It will be an instructor led training and will be delivered using a blended learning approach comprising of presentations, discussions, guided sessions of practical exercise, case study review, web-based tutorials, group work, exploration of relevant issues collaborative strength training, performance measurement, and workshops of participants’ displays, all of which adhere to the highest standards of training. The training technique is built on learning by doing, with lecturers using a learner-centered approach to engage participants and provide tasks that allow them to apply what they’ve learned. Experiential knowledge is also given equal importance within the format of training. Our facilitators are seasoned industry professionals with years of expertise in their chosen fields. All facilitation and course materials will be offered in English.

Who Should Attend?

This Training Course on Advanced Negotiation Skills for Project Managers would be suitable for, but not limited to:

  • Project managers who need to maintain relationships with all stakeholders and negotiate with them on various facets of a project
  • Project management officers and other executives who would be interested in pursuing a full-fledged career in project management
  • Human resource professionals and other professionals who manage some small-scale projects for an organization
  • Any other professional who wishes to know more about negotiation skills in project management

Course Content

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


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


  1. Discounts: Organizations sponsoring Four Participants will have the 5th attend Free
  2. What is catered for by the Course Fees: Fees cater 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 Certificates of Participation at the end 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. Approval of Course: Our Programs are NITA Participating organizations can therefore claim reimbursement on fees paid in accordance with NITARules.

How to Book: Simply send an email to the Training Officer on 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 before the training commencement date. However, participants who are unable to attend may opt to attend a similar training course 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 for a minimum of 5 participants. You can have it conducted at our Training Centre or at a convenient location.

For further inquiries, please contact us on Tel: +254720272325 / +254737566961 or Email  

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

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Start To Learn

5 Days


Course Duration

5 Days

Course Price

USD 990

Training Calendar

2024 Training Calendar

Start Date
End Date