Description:

This one day course covers an important project skill.

Principled negotiators are respected by both sides to the negotiation. They will have a track record of success and will implement wise agreements which satisfy everyone as much as is possible - a win-win solution to a conflict. It is important that when we complete one settlement we do not by its outcome fuel the next negotiation. So this is an extremely important project skill. There are many obstacles to a successful project and every aspect of a project is the subject of some form of negotiation. Whilst this is considered a common skill, the fact is few people are accomplished negotiators; and in the heavy duty project environment, excellent negotiation skills are required.

In the course, the negotiation process will be described in detail. It will show how the process can address the issues and how the negotiation is developed based upon the issues. The clear and methodical desk top research of the possible outcome of a negotiation will determine the course to be taken and will consider the action which failure may result in. We have to understand there may not be a willing partner and so a strategy will need to be worked out to persuade the other side that negotiation is in their best interest. This may take time even before the negotiation proper starts.

Negotiation invariably is complex. Complexity requires special management to avoid it becoming overwhelming and so the careful and detailed breakdown and understanding of an issue is vital. An ability to think clearly and to understand how complexity can be broken down and managed is crucial.

Being principled is a power tool of negotiation strategy. A principled negotiator who is trusted by both sides is in the important position of determining a fair outcome. A large degree of uncertainty which exists within projects is now more certain and the project more likely to be successful.

Negotiation is an important project skill for all the project team and the success of a project will often depend on it.

An Attendance Certificate will be provided at the end of this skill course.

Vital Benefits:

Understanding the negotiation skills beyond simple techniques and knowing how to apply them in projects is extremely compelling. It immediately places the negotiator in a position of strength making the prospects of a successful project that much more certain. Project management is largely about success and negotiation is another tool which will allow you to achieve it. The course provides the following vital benefits:

• A clear understanding of the negotiation process
• An understanding of the need to create an environment of willingness to negotiate
• An understanding of the need to create a clear statement of the consequences of unsuccessful negotiation – the BATNA
• An understanding of the management of complexity
• An understanding of the vital importance to be seen as fair and even handed
• Knowledge to become a principled negotiator

Objectives:

Negotiation is an important skill on any project if the project is to be successful for all the parties involved. In order to compete in the usual day to day business of the project, it is necessary to be able to constantly negotiate a fair position on all aspects. In this course, it is our objectives to:

• Provide the knowledge to make you become a principled negotiator over time
• Provide realistic and practical case studies for individual and group exercises to practise the skills
• Introduce the benefit of possessing strong negotiating skills and the consequences of otherwise
• Highlight the importance of communication, especially body language in the process of negotiation

Topics:

The course covers the following topics:

• Overview of negotiation
• Stages of preparation
• Face-to-face management
• When to know when to pull out
• Agreements and follow up
• The principled negotiator
• Body language
• The importance of persuasion in developing a willing partner

Who to Attend:

The course is recommended for those working within a project environment who need to understand how to effectively and efficiently manage negotiations on and around their projects. We recommend it to :

• The client staff
• The project managers
• The project staff
• Line managers
• The professional services teams
• The senior supply chain managers
• Anyone who wants to know more about negotiation skills
• Anyone who sees project management as a career