Executive Diploma in Negotiation Skills for Project Managers

Executive Diploma in Negotiation Skills for Project Managers

 

COURSE OBJECTIVE:

 

The main objective of this Advanced Negotiation Skills for Project Managers course is to empower project managers and other project management professionals with—

 

detailed knowledge and experience of negotiating for various aspects while managing a project

the confidence to undertake critical roles and responsibilities involving sensitive and difficult negotiations to fulfil the necessary requirements of a project

the necessary skillset to conduct successful negotiations for the organisation, thus establishing credibility and potential for future growth

the experience and knowledge to analyse realistic scenarios to devise an effective negotiation strategy for the organisation

the awareness and perspective to determine the most appropriate influencing approaches and strategies for stakeholder interaction

 

CONTENT:

 

Approaches to Negotiations

 

Distributive (win-lose approach)

Lose-lose approach

Compromise

Integrative (win-win approach)

Basic Negotiation Styles

 

Competing (aggressive)

Collaborating (cooperative)

Avoiding

Compromising

Accommodating (conceding)

Stages of Negotiation

 

Preparation

Opening

Bargaining

Closing

Elements of Negotiation

 

Interests

Alternatives

Relationships

Options

Legitimacy

Communication

Commitment

 

BATNA and WATNA

 

Definition/explanation of BATNA (best alternative to a negotiated agreement)

Definition/explanation of WATNA (best alternative to a negotiated agreement)

Importance of both

Challenges in determining both

Ethics in Negotiation

 

Influencing factors

Demographic

Personality differences

Moral development

Influencers of unethical conduct

Profits

Competition

Injustice

Approaches to ethical reasoning

End-result ethics

Duty ethics

Social contract ethics

Personal ethics

 

Challenges in Negotiations in Project Management

 

Lack of understanding

Lack of time

Lack of preparation

Lack of patience

Criticism/sarcasm/derogatory remarks

Rigidity

Last minute changes

Lack of confidence

Some Best Practices in Negotiations

 

Prepare well

Identify all negotiation points before project start

Exercise optionality

Leverage all modes of communication

Manage emotions

Listen intently

Anchor expectations clearly

 

Course Duration:

3 Days Physical

3 Weeks Online

 

Tuition Fee:

N200,000 Online

N250,000 Physical