Negotiation Skills for Project Managers

Elective Project Management Courses

You will learn to:

  • Recognise the naturally occurring structure of a negotiation in order to develop an efficient and effective methodology for preparing and conducting a negotiation
  • Explore negotiation in the context of project management
  • Leverage your negotiating competencies to improve your strengths
  • Gain insight into how to better manage yourself, your emotions and your relationship with the other party
  • Better prepare for complex and difficult negotiation situations

Course Synopsis

Negotiation is an invaluable skill for any project manager. Not only do you negotiate agreements with vendors and contractors, but you must effectively negotiate with stakeholders, customers and team members throughout the life of a project. This three-day, highly interactive experience covers the dynamics, processes and techniques of internal and external negotiation situations. Short on lecture and long on practice, this course provides participants the opportunity to experience one-on-one negotiations.
You will learn how to analyse negotiation styles, diffuse conflict and turn it into an advantage, and negotiate more effectively. Participants will receive coaching and feedback from the instructor and the other participants. By the end of the course, you will have explored the dynamics of both the competitive and collaborative models of negotiation as well as some of the implications of team negotiations. Not only will you gain new skills, but you will gain experience using them in realistic situations. To ensure you maintain and build these skills, the course includes a personal action plan that will ensure the integration of new knowledge and skills in both your personal and professional life.

Course Topics

Negotiation Fundamentals
  • Defining key negotiation terms
  • Developing a strong best alternative to negotiated agreement (BATNA)
  • Competitive and collaborative approaches to negotiation
  • Competitive styles
  • Dynamic and static issues
Negotiation in the Project Management Context
  • Negotiation during the project life cycle
  • Power and politics
  • Negotiating collaboratively
  • Analysing and negotiating with stakeholders
  • Project constraints during negotiation
  • Negotiation and the project constraints
Influencing Styles
  • Diagnosing your own preference for negotiation using the Myers-Briggs Type Indicator (MBTI®)
  • Observational techniques to read the influencing style of the other party
Collaborative Negotiation: The Basic Elements
  • Applying behaviours to build trust
  • Positions vs. interests
  • Establishing criteria acceptable to both parties to evaluate and select the best option
  • Breakthrough strategies for overcoming obstacles to agreement
  • Preparing to negotiate collaboratively
Negotiation Challenges and Complexities
  • Complexity vs. difficulty in negotiations
  • Power in negotiations
  • Negotiating across cultures
  • Team negotiations
  • Negotiating up
  • Electronic negotiations
  • Strategies for negotiating in challenging situations

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Open enrolment course information

Professional Development Units (PDUs): 22.5

Technical Project Management (PDUs): 0.00

Leadership (PDUs): 22.50

Strategic & Business Management (PDUs): 0.00

Duration: 3 days

Course Dates (click on a date to register) :

Expression of Interest
No dates for this course are currently scheduled.
Please contact us at +61 2 8999 9162 or email for more information or to register your interest.

This course is available as an in-house corporate training. To find out more about corporate training for your organisation, contact us.

PMBOK® Guide knowledge areas: