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Negotiations for Project Managers

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This 1-day interactive session is designed to provide participants with knowledge and techniques to become more effective and hence, successful in negotiations.

The course introduces concepts and approaches for individuals to analyze their own preferred negotiation styles, effectively manage conflict and remove obstacles, and to effectively plan for negotiations and identify styles, options and interests of the sides involved.


Participants will gain practical skills to:

  • Explore the characteristics of both collaborative and competitive negotiation styles
  • Evaluate which negotiation approach / strategy to adapt in order to maximize the chance for a successful outcome
  • Effectively plan for negotiations, define success criteria and identify possible options
  • List conflict resolution techniques and recognize the implications of each option
  • Apply concepts of a collaborative / principled approach



This course is designed for project managers who would like to improve their ability to deal with situations that require negotiations – over resources, objectives, timelines and priorities – with functional managers, sponsors, resources, other project managers and vendors. The concepts covered in this course are beneficial also for business analysts, project sponsors, project coordinators and those who embark on a project management career.


There is no prerequisite for this course. It functions as a stand-alone course.


Participants will receive a course binder and a set of templates that can be customized for project use.


Negotiations Fundamentals

  • Introduction and definitions
  • Conflict situations and conflict management
  • Schools of negotiations
  • Power and influence
  • Identifying and improving your negotiation style


Negotiations Best Practices

  • Planning and preparation
  • Problem solving
  • Introduction to BATNA
  • Collaborative approaches
  • Learn how to say no (and keep your job)


Negotiation Stages

  • Before the negotiation
  • During the negotiation
  • After the negotiation


Action Plan and Next Steps

course info

Course ID: PK-1002
Course Level: Beginner
Duration: 1 day

upcoming sessions

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PMI Talent TriangleThe following table provides the breakdown of the professional development units (PDUs) for the 1-day version of this course aligned with the PMI Talent TriangleTM.

  Tech. Ldrshp. Strat. & Bus.
PMP 1.5 9 2
PgMP 1.5 9 2
PfMP 0.5 9 2
PMI-ACP 0.5 9 2
PMI-SP 0.75 9 2
PMI-RMP 1 9 2
PMI-PBA 1.25 9 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 12.5CDUs (Category 2B)
  • Certified Software Quality Engineers (CSQEs) earn 1.75 RUs
  • CIPS Information Systems Professionals (ISPs) earn 12.5 Learning Credits
  • CIPS Information Technology Certified Professional (ITCPs) earn 12.5 Learning Credits