Negotiation Skills

Foundational Knowledge

No foundational project management or technical knowledge is required.

The Tutorial

This tutorial provides a one day overview which addresses effective communication and negotiation skills and techniques. Project managers and their teams must be able to effectively and efficiently communicate and negotiate project issues between team members, other project teams, specialist technical groups, business/client professional area and management. This workshop presents a set of evaluative and diagnostic tools to assist in understanding how people interpret and process information; and, how that understanding can be applied in powerful interview techniques for negotiation of work services and practices.

Morning Session

People issues

• Introduction
• Definition of Negotiation
• Role of Negotiation in the
• Management Process
  • Systemic Motivation Models
  • Job Diagnostic Approaches
  • Motivation Exercise
• Communication
• Personality Theory - Jung
  • Personality Models
  • Personality Profiles

Afternoon Session

Techniques of negotiation

• Power and Influence Styles
  • Power/Influence Style Exercise
• Basic Interview Techniques
  • defining the desired outcomes
  • planning the negotiation agenda
• Types of negotiation
• Documenting Agreements
• Change control

The Negotiation Skills Workshop incorporates some of the models and techniques presented in the Project Teams: Roles and Structures Workshop.

Documentation

Participants will receive a full set of the tutorial reference materials.

Book an In-house Tutorial or a place on a Public Tutorial