Duration: 1 Days
PDUs: 7
CEUs: .7
Audience:
- Leaders
- Project Managers
- Team Members
Classroom Delivery
Virtual Delivery
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Description
This workshop provides a foundation in the process, skills, and tools of successful project negotiation. The win-win negotiation approach is especially important and applicable in a project environment where ongoing relationships must remain strong to keep deliverables and timelines on track.
The workshop is extremely hands-on, with many project-related practice opportunities, as well as practical take-aways such as tools, job aids and specific project negotiation tactics. Participants receive real-time feedback about their skill level in simulated project negotiation scenarios. In addition, participants self-assess based on a specific inventory of key behaviors/practices to identify personal improvement actions.
Objectives
- Increase the ability of participants to conduct win-win project negotiations especially in terms of timelines, accountabilities, tasks, resources, and specifications
- Be able to follow a four-part project negotiation process (do your homework, conduct discovery, negotiate, and evaluate)
- Recognize the critical importance of adopting a win-win approach in project negotiations
- Understand your own negotiation style and how to improve it
- Identify your goals and constraints as you enter a negotiation
- Develop your “walk-away” position
- Diagnose the motivations and needs of others
- Analyze a relationship or situation to determine the best project negotiation strategy
- Use the core skills of listening, defusing emotions, and inquiry to stay on track to a win-win result
- Demonstrate “conflict agility” when conversations get difficult in a negotiation
- Utilize a project negotiation process template
- Shift from win-lose to win-win negotiations by learning how to:
- Recognize win-lose negotiation tactics
- Apply countermeasures to win-lose manipulations
- Regain or establish the trust required to enter a win-win zone
- Commit to one personal development action that improves his/her ability to conduct win-win project negotiations
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