Course Name: Strategic Negotiation for Project Managers
Area of Study: Project Management Fundamentals
Classroom Hours: 7
Tuition per Student: $325

Description:

Corporate negotiation is a process like all other business strategies. In today’s challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both parties. In this course, we will use a research-based approach to negotiation that assists project management professionals in reaching their own business goals, while ensuring that their customers meet budget and professional objectives as well-going beyond win-win to achieve true, measurable business value for all parties at the negotiating table.

Students will use a  strategic, four-step negotiation process to understand how to attain quantifiable value in their dealings:

1. Estimating the negotiation. What are the actual issues in the negotiation? Determine the effects, both positive and negative, of a lost deal.

2. Validating the estimation. A fact-finding exercise to confirm the accuracy of previously made assessments.

3. Creating value. Structure a series of deals creating measurable value for parties on both sides of the negotiation.

4. Dividing value. A presentation of "multiple equal offers" is made, providing more value and choices than they anticipated.

• The Basics
  • Why a Process?
  • The Strategic Negotiation Process
  • Establishing a Negotiation Goal
• The Process
  • The Consequences of No Agreement Estimation
  • The Wish List Estimation
  • Validating the Estimations
  • Gathering Data
  • Conducting the Validation Meeting
  • Developing Multiple Equal Offers
  • The Multiple Equal Offers Presentation
• Applying the Process
  • Putting It All Together – Negotiations Practice
  • Using the BluePrint Process in Small AdHoc Negotiations
  • Using the BluePrint Process in Large and Complex Negotiations
  • Developing an Organization-Wide Negotiation Strategy

Students enrolled for this course should have the following:

• Project Management Fundamentals
• Project Management practical experience

Upon successful completion of this course, students will be able to:

• Define the Consequences of Non-Agreement for both parties
• Develop a Wish List of Negotiables
• Conduct a Validation Meeting
• Configure and present Multiple Equal Offers
• Explain the Strategic Negotiations process to others