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Constructive Negotiation™ – Building Agreements That Work

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Abstract: 

Whether you are negotiating with colleagues, managers, suppliers, customers, or strategic business partners, it’s critical to be able to understand and use a negotiation process that focuses on achieving outstanding business results.

This 1-day workshop uses the metaphor of designing and constructing a building to learn a positive, productive way of thinking about, planning for, and implementing negotiations. Rather than taking an adversarial or competitive approach to negotiation, this program approaches negotiation as a challenging opportunity to build an agreement that meets the needs of all parties. You will work on a real-world negotiation that you will be involved in after completing the program. Throughout this process, you gain the confidence and skills you need to conduct a successful and constructive negotiation.

LEARNING OBJECTIVES

By the end of the workshop participants will be able to:

  • Analyze the process of a negotiation, know the milestones toward achieving agreement, and manage the process effectively
  • Identify important underlying needs for all parties and develop options for meeting them
  • Develop a plan for a negotiation
  • Choose appropriate behavioural tactics in any negotiation, formal or informal
  • Move others toward a more constructive approach while in an adversarial negotiation
  • Create strong, lasting, mutually beneficial agreements that meet the needs of all parties and build a negotiating relationship for the future

 

WHO SHOULD ATTEND

This course is designed for individuals working in a project or team-based organization; individuals responsible for working with customers, suppliers, subcontractors, resellers, or service providers; individuals involved in continuous negotiation about priorities and resources.

PREREQUISITE

This course has no prerequisite.

MATERIALS

You will receive a course binder containing a copy of the presentation slides.

WHAT YOU WILL LEARN

What is Negotiation?

  • Introduction to key definitions and concepts; identification of real negotiation opportunities for later practice; multi-party benchmark exercise.

 

Model Overview

  • Review of benchmark exercise according to key concepts; presentation of process model; review of pre-work.

 

Negotiation Practice: Managing the Process

  • Short exercises to develop awareness of how to manage the negotiating process.

 

Understanding Needs and Options

  • Presentation and exercises for eliciting needs and developing options to meet them.

 

Tactical Attitude & Tactical Choices

  • Presentation and exercise for selecting a tactical approach; application of concepts to a realistic negotiation situation; in-depth discussion and practice in making tactical decisions.

 

Negotiation Practice: Phases and Milestones

  • Experience in managing all phases and tasks involved in a negotiation

 

Planning and Implementing a Negotiation

  • Introduction to and implementation of a negotiation planning process; putting it all together in a realistic negotiation situation; debrief lessons learned.

 

Informal Negotiations

  • Applying knowledge to informal negotiation opportunities.

 

Dealing with Unconstructive Tactics

  • Practice in moving others toward a more constructive approach.

 

Real-Time Application

  • Creation of an application plan for an upcoming negotiation.

 

Copyright © 2015 Barnes & Conti Associates, Inc. ALL RIGHTS RESERVED. These courses are used by permission from Barnes and Conti Associates ©2011

course info

Course ID: BC-8060
Course Level: Beginner
Duration: 1 Day

upcoming sessions

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PMI PDUs

PMI Talent TriangleThe following table provides the breakdown of the professional development units (PDUs) for this course aligned with the PMI Talent TriangleTM.

  Tech. Ldrshp. Strat. & Bus.
PMP 0 7 0
PgMP 0 7 0
PfMP 0 7 0
PMI-ACP 0 7 0
PMI-SP 0 7 0
PMI-RMP 0 7 0
PMI-PBA 0 7 0

 
The three columns in the above table are Technical Project Management, Leadership, and Strategic & Business Management.

Other Credits

Other professional (re)certification credits are available, including:

  • Certified Business Analyst Professionals (CBAPs) earn 7 CDUs (Category 2B)
  • Certified Software Quality Engineers (CSQEs) earn 1 RU
  • CIPS Information Systems Professionals (ISPs) earn 7 Learning Credits
  • CIPS Information Technology Certified Professional (ITCPs) earn 7 Learning Credits