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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.


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



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.


This course has no prerequisite.


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


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

Session Not Found


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