Project Management Professionals - Pape Management Consulting Services Inc.

PROJECT NEGOTIATING SKILLS

COURSE DESCRIPTION: Project Team Members spend much of their working day negotiating, and most of their negotiations are within ongoing relationships. They are faced with the dilemma of pushing harder for what they want at the risk of damaging the relationship. Negotiation is used to make all the important decisions in a project; decision that determines the bottom line timing and the quality of our project outcome.

LEARNING OUTCOMES: As a result of this learning opportunity participants will:

           Use a conceptual framework for understanding negotiations - a language and a process
           to use before, during and after a negotiation session
           Apply a simple strategy for negotiating that enables Team Members to pursue their
           deliverables without giving in or getting into confrontation
           Follow a preparation procedure that covers the crucial steps in the negotiation process
           with third parties i.e.: vendors, contractors, etc.
           Begin to think of themselves as Consistently Successful Negotiators who are Always Improving
           and Reaching Satisfying Outcomes

LEARNING ENVIRONMENT:	Classroom
DURATION:	Two business days
COURSE SIZE:	The ideal / maximum number of participants is 24
PRE-REQUISITES:	Introduction to Project Management

COURSE CONTENT:

DAY ONE

Morning:

Project Management Overview

Introduction to Project Management Negotiation Techniques

What is Negotiation?

Almost Everything is Negotiable !

Getting Your Feet Wet !

Afternoon:

Six Step Model of Project Negotiation

The Three Crucial Variables

Power

Time

Information

DAY TWO

Morning:

Styles of Negotiating:

Positional Bargaining

Negotiating for Mutual Satisfaction

More on the Win-Win Technique

Negotiating the Phase Deliverables

Negotiating with Sponsors and Project Managers

The Customer Negotiation Session

Afternoon:

Negotiating Anything, Any Place

Telephone Negotiations and Memos of Agreement

Moving Up

Taking Personally

Air Canada Simulation

COURSE CLOSURE:

Question and Answer Period

Course Evaluation

Closing Remarks

Training Directory

PAPE MANAGEMENT CONSULTING SERVICES INC.
Toronto, Ontario Victoria, British Columbia
Email: davidpape@papeconsulting.com

	Use a conceptual framework for understanding negotiations - a language and a process
	to use before, during and after a negotiation session
	Apply a simple strategy for negotiating that enables Team Members to pursue their
	deliverables without giving in or getting into confrontation
	Follow a preparation procedure that covers the crucial steps in the negotiation process
	with third parties i.e.: vendors, contractors, etc.
	Begin to think of themselves as Consistently Successful Negotiators who are Always Improving
	and Reaching Satisfying Outcomes