Management - Project Negotiation

Training Objectives

The overall objective of this seminar is to give all project team members the knowledge, skills and techniques to negotiate for project success from positions of both power and weakness and in international situations.
Summary (67KB)	Seminar Details (280KB)

Training Theory

Negotiation is one of the most critical skills for anyone who works on projects, yet very few people are good at it. Most people don’t even try to negotiate, even when it would make their life and their work so much better; they usually just accept situations the way they first appear and suffer in silence.
Negotiation Fundamentals Principled negotiation, based on an understanding of the true interests of everyone involved, rather than positional bargaining, leads to wiser outcomes and better business relationships. Unit 1 of the seminar reviews the general procedure and basic skills and techniques for principled negotiation.
Problem Solving In complex, international negotiations, a problem solving approach often allows the negotiators overcome barriers that would otherwise be impossible. Unit 2 introduces creative problem solving as a framework for negotiation where other methods have failed. This is particularly useful when intercultural misunderstandings and differences have widened the gap between sides.
Project Negotiation Quite often project managers and other project team leaders fail to realize the possibility of and even necessity for negotiation in many of their daily situations. As a result, the constraints of their project can become unreasonable and lead to frustration and ultimately, failed projects and dissatisfied stakeholders and customers. Unit 3 introduces techniques specifically designed for these situations.
Tactics, Dirty Tricks and Strong Emotions Negotiating involves the use of many types of tactics, both verbal and non-verbal. Depending on what country a counterpart is from, certain tactics are natural negotiation behavior and should be anticipated and appropriate responses prepared. Unit 4 discusses this theme in detail.

The Advanced Negotiation seminar reviews fundamental negotiation techniques and introduces advanced skills, techniques and procedures; needed in the complex and difficult negotiations experienced by global project managers and team members.

Unit 1: Negotiation Fundamentals
- Principled Negotiation Process
- Fundamental Negotiation Skills & Techniques
Unit 2: Problem Solving
- Uses and Limitations of Problem Solving in Negotiation
- Problem Solving Process
Unit 3: Project Negotiation
- Difficulties of Project Negotiation
- Power in Project Negotiations
- Techniques for Negotiating Workable Project Constraints
Unit 4: Tactics, Dirty Tricks & Strong Emotions
- Common Tactics in International Negotiations
- Appropriate Responses for Dirty Negotiation Tricks
- Techniques for Dealing with Strong Emotions

Target Participants

This seminar is designed to be beneficial for both team leaders as well as team members. Since the training is designed for people working on Global Project Teams, the classroom training and role-plays will be conducted in English. As a result, a minimum TOEIC score of 600 is recommended. The optimum class size is 8-12 people.

Classroom Materials

Materials
All of GLOBALINX training material is developed 100% in-house. We adapt the latest, most up-to-date Business Management research and theories to suit our clients’ specific business needs and training objectives. Role-plays used to practice new concepts are custom-designed and written to suit the client’s precise specifications and requirements. PMBOK methodology and terminology is used where appropriate.
GLOBALINX workbooks are written in both English and Japanese and use graphics wherever possible to illustrate difficult concepts or procedures. Lectures are accompanied by Powerpoint presentations.
Trainers
GLOBALINX Project Management seminars are designed and facilitated by experienced Project Managers.

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Training Objectives

Training Theory

Skills and Techniques

Target Participants

Classroom Materials