Negotiating for Success PM08.20

Click here to download this overview as a pdf.

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.



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)
Product info: project management, portfolio management, project office, PMO, risk management, project lifecycle management, project consulting, methodology development, quality management, project management training, PMP Exam Prep

Virtual classes (VCT)!

Almost all of our classes are available as virtual classes. These are live classes, taught by experienced instructors, delivered over the web.

Pricing and more information

Email us or
Call us at 877.536.8434 or
Submit the form below

Request for training information