Project Management Negotiation
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Overview Project Management Negotiation is an action-packed course that features a major new case study from Northwestern University’s Dispute Resolution Resource Center. The case exercise, which spans across both days, thrusts participants into the position of negotiators who must deliver results against a deadline. Do you establish alliances or go on your own? Do you include your opponent … or fight them? The fun is intense and the learnings are immense. As Walt Disney demonstrated years ago some of the most effective learning situations are taught through experience (not lecture). If you want to sit down and have someone talk at you, this is NOT the course for you. You will be engaged, energized and stretched. |
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Projects are one negotiation after another. Do you need more resources? Is the timeline too tight? Are there important procurement contracts to be awarded? Negotiation skills are among the most important any project manager can possess. 
Learning Objectives
We merge real-world experience with the best from academia to deliver this interactive workshop where you will learn:
- Skills for one-on-one and multi-party negotiations
- How to win before the negotiation even begins
- Postulating, partnering, or posturing – know the difference and its implications
- Techniques you can deploy when others don’t play by the rules
Benefits
By using the tangible take-away skills from this course, you will be able to immediately:
- Decipher when negotiate and when to fight … A valuable skill for any project manager who must pick her battles
- Build alliances
- As you’ve grown to expect from a Roeder Consulting training experience, improve your awareness and anticipation of the project environment
Course Overview - 15 PDUs
Project Managers should not be the person to say “no.” The role of a project manager is to help stakeholders understand the tradeoffs involved with project success. For example, if project scope is expanded it that will likely mean more time and/or resources are required. Working with our stakeholders on these types of tradeoffs requires negotiation skills.Roeder Consulting’s proprietary framework, A Sixth Sense for Project Management®, contains the building blocks required to develop sound negotiation skills:
- Awareness: Assess whom you’re dealing with and that person’s style of communication
- Whole Body Decisions™ : Use your head, heart and gut to be fully informed
- Clear Communication: Meet face-to-face if possible and explicitly spell out why you’re making a request.
- Adaptability: Know when to hold your ground and when to back down
- Diplomacy: Be sensitive and understanding
- Persistence: Don’t give up, and also be careful not to push too hard
In Project Management Negotiation, participants are placed into teams. Each team will have a series of meetings culminating in a decision. Interspersed between negotiations are interactive instructor-led learning sections. Project Management Negotiation tests your wits against others, develops problem-solving and coping skills, and dramatically instructs specific negotiation techniques that can be used not just in projects, but more broadly in any situation where you must arrive at an agreement.
We look forward to seeing you virtually or in the classroom for this one-of-a-kind course.