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Negotiating with Confidence: Mastering the Win-Win Approach

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Abstract: 

Negotiating is a fact of life. It is one of the most important skills for all project managers in today’s global economy, and effective communication is the key to win/win negotiations.

Often, project managers have little or no formal authority over their stakeholders. Therefore, they must develop and use their negotiating and communicating skills to manage their projects successfully. Communicating involves verbal, non-verbal, written, formal and informal types of communications among many stakeholders with diverse interests. Virtual teams and multi-generational workplace is now a reality that poses distinct communication and negotiation challenges in managing project teams. Following from this, culture and cultural diversities play an important part in communicating and negotiating effectively.

In this workshop, you will understand the dynamics of inter personal communication, barriers to successful communication and remedial actions, and practical strategies to communicate effectively in different cultures and work environments to reach win/win solutions. You will learn practical strategies to negotiate effectively by focusing on interests instead of on positions and generating mutually beneficial options. Discover how to negotiate and communicate effectively with your project stakeholders to meet project objectives and build better working relationships to achieve win/win solutions in a global economy.

Learning Objectives

Using lectures, case studies, discussions, examples, group exercises and facilitated discussions, participants will gain practical skills to:

  • Discuss the dynamics of interpersonal communication and importance of active listening.
  • Identify barriers to successful communications and remedial actions for effective negotiations.
  • Describe four communication styles and develop strategies to communicate effectively in virtual teams.
  • Use verbal, nonverbal, and written communication to achieve win/win results.
  • Analyze impact of multi-generational workforce and culture on communication and negotiation.
  • Identify three common methods, four principles and seven elements of successful negotiations.
  • Review stages of negotiating process and develop strategies to prepare for and reach win/win results.
  • Develop negotiating strategies that focus on interests instead of positions for win/win negotiations.

 

Who Should Attend

This workshop is appropriate for anyone &mdash at all experience levels &mdash who needs to lead projects in a global economy, manage stakeholders with different cultures, build relationships, negotiate successfully and work with others on global projects to achieve results while minimizing unwanted surprises.

Prerequisite

There is no prerequisite for this course.

Materials

You will receive a course binder containing copies of presentation slides, case studies, exercises, and suggested solutions.

What You Will Learn

  • Communication: Dynamics of interpersonal communication, barriers to successful communications and remedial actions, rules for open communications, and active listening.
     
  • Culture, Communications and Negotiations: Verbal and non-verbal behaviors; gaining better understanding among project stakeholders, different communication styles, and challenges in communicating and negotiating in a virtual team and multi-generational work environment.
     
  • Negotiating: Methods and Principles of negotiating, seven elements of successful negotiations, importance of preparing for negotiating, Three-step process for negotiating effectively.
     
  • Practical Guidelines for Negotiating: Communication skills to achieve win/win solutions; focusing on interests instead of positions, and generating mutually beneficial options to achieve win-win solutions.

course info

Course ID: VV-
Course Level: Beginner
Duration: 2 days

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 12 2
PgMP 0 12 2
PfMP 0 12 2
PMI-ACP 0 12 2
PMI-SP 0 12 2
PMI-RMP 0 12 2
PMI-PBA 0 12 2

 
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 14CDUs (Category 2B)
  • Certified Software Quality Engineers (CSQEs) earn 2 RU
  • CIPS Information Systems Professionals (ISPs) earn 14 Learning Credits
  • CIPS Information Technology Certified Professional (ITCPs) earn 14 Learning Credits