Anbieterbeschreibung…

Negotiation is an invaluable skill for any project manager. Not only do you negotiate agreements with vendors and contractors, but also you must effectively negotiate with stakeholders, customers, and team members throughout the project life-cycle. This three-day highly interactive experience covers the dynamics, processes, and techniques of internal and external negotiation situations faced by project managers. Short on lecture and long on practice, this course provides participants the opportunity to experience one-on-one negotiation. You will learn how to analyse your own and the other party’s negotiation style, diffuse conflict and turn it into an advantage, and negotiate more effectively. You will also learn how to negotiate for efficient cost and schedule performance and achieve successful results on time. You’ll receive coaching and feedback from the instructor and the other participants.

Seminar-Inhalte

Negotiation in the Project Environment -Stakeholder analysis -Negotiating with key stakeholders -Negotiation and the triple constraint -Issues throughout the project life cycle Natural Tendencies in Negotiation -Negotiating from positions -Transformation of goals -Destroying trust -Need to win -Emotional reaction Developing the Best Alternative to Negotiated Agreement (BATNA) -Defining BATNA -Determining the need to negotiate -Strengthening and using the BATNA -The other party’s BATNA The Two Major Schools of Negotiation: Competitive Negotiation -Determining primary and secondary issues -Establishing the maximum and minimum positions -Defining the conflict range -Assessing the negotiation range Understanding and Developing Your Negotiation Style -Myers-Briggs Type Indicator® (MBTI) -Personality preferences and style -Temperament Theory and collaboration Collaborative Negotiation: Creating Win-Win by Exploring Differences -Clarifying interests -Developing options -Establishing criteria Negotiating within the Team -Identifying interests -Defining the process -Determining roles Negotiating between Teams -Establishing an approach -Monitoring the dialogue -Clarifying all interests Preparing to Negotiate Your Project -Analysing your situation -Predicting the other party’s situation Dealing with Conflict in Negotiation -Insight from MBTI® -Sequence of strengths as conflict escalates Breakthrough Strategies to Get Past “No” -Managing emotional content -Reframing vs. reacting -Building a golden bridge -Educating vs. escalating Maintaining and Building Your New Skills -Personal Action Plan -Other useful strategies for long-term gains

Lernziele

You will learn to: -Use competitive and collaborative negotiation strategies with success -Recover a stalled negotiation using breakthrough techniques -Adjust your negotiating style to match the preferences of the other party -Deactivate the impact emotions and focus on finding agreement -Apply negotiation skills for efficient cost and schedule performance -Plan strategies to effectively develop and manage collaborative relationships critical to your project

Zielgruppen

This course is perfect for: -Learning to negotiate with suppliers and colleagues for win-win outcomes -Discovering how to negotiate both as an individual and as a group