Workshop Overview

The purpose of negotiation in communication can be defined as the activity of raising the level of mutual understanding whereby there is a flow of mutually beneficial knowledge and information. This course shows how we ‘cannot not communicate’ and how we are able to choose the methods, including language, to get the best results we can. It is crucially important for the Project Manager to leverage this subtle art of negotiation as a key enabler to further the projects activities scoping, planning, aligning, negotiating, motivating, and emotional intelligence through its people, processes and technology

Negotiation is both a science and an art. It is a skill in which we get better and better as we frequently apply a successful strategy. This course teaches you this potent strategy

• Understand the structure of negotiation
• Construct, preparing to convincingly negotiate
• Use Skills of clarifying Outcomes
• Use Skills for Enhancing Sensory Acuity
• Use Skills for Increasing Flexibility of Style
• Use their personal power to negotiate successfully towards win/win

• What is negotiation and what is your potential as a negotiator in the Project Management space
• Preparation - the foundation of a successful negotiation with clients
• The 7 steps of negotiating success
• The importance of mind-set and beliefs in taking the project effectively forward
• The paradigms of human interaction
• Four essential rules of negotiation with the projects stakeholders
• The negotiating arena - constructing the case convincingly
• Top negotiating tips
• Learning to build a foundation of rapport and interpersonal relationships in Projects
• Learning to investigate your own patterns and meanings
• Learning to reconnect the links between the PM’s values and beliefs and his external language, both verbal and non-verbal.
• Sleight of mouth – Patterns of conversational belief change
• Learning to recognize the potential different meanings in the language of clients and team members – Understanding the drives and motivations beneath the way in which people communicate
• Communicating, negotiating with ourselves
• The paradigms of human interaction in the PM space
  

• Senior Project Managers
• Project Leaders
• Senior Management – Vice Presidents, SBU Heads
• General Managers
• Delivery Heads
• Technical Managers
• Consultants