Negotiating for Success PM08.20

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This course teaches students the basics of negotiations. Students will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement, and determine the logistics of a negotiation. Students will also learn how to gain control in a negotiation, use various negotiation tactics, and bring a negotiation to successful closure.

Prerequisites

None

Learning Objectives

At the end of this class, participants will be able to:

• Understand the basics of negotiation
• Describe various approaches to negotiating
• Establish the requirements for the negotiation
• Follow a four step negotiation process
• Overcome common negotiation challenges

Who Should Attend

• Personnel who have responsibility for negotiating contracts and terms
• Professionals that negotiate with colleagues and managers within organizations
• Project and program managers that negotiate with vendors for products and services

Course Outline

• Basics of negotiation
• Understand your negotiation approach
• Establish your requirements
• The negotiation process
  • Prepare
  • Exchange information
  • Bargain
  • Close
• Challenges

The class contains numerous exercises that are worked on throughout the course. This includes a role-play negotiating session to apply techniques learned during the class.

Class Length

• One Day (8 Total PDUs – 0 Technical / 6 Leadership / 2 Strategic)

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