Leadership Skills

Structuring Successful Negotiations

About the Workshop

When it comes to negotiating, everyone has a distinct style. But effective negotiators never lose site of the fundamentals. "Structuring Successful Negotiations" focuses on building these essential skills and outlines their importance to project and program management success or failure. It delves into the key stages of a negotiation: Analysis, determining your BATNA, planning the negotiation meeting, the negotiation, and negotiation tactics and strategies.

Participants will learn how to prepare for a negotiation, recognize and ward off negative tactics, analyze the situation -- including the individual styles and attitudes that can impact the final outcome of any negotiation, and how to operate within an environment of trust before, during and after the negotiation process. Each step of the course is enhanced with interactive learning to reinforce key concepts by applying them in a real-world context.

"Structuring Successful Negotiations" is led by certified GTG expert instructors and includes a participant workbook and supplemental materials

This course will address the following areas

  • The role of project negotiation
  • Negotiation steps
  • Analyzing the situation
  • Framing problems
  • Knowing everyone's style
  • How to develop your BATNA
  • Speculating on the other party's BATNA
  • Determining when to negotiate
  • Planning negotiation meetings - preparing yourself and your strategy
  • The negotiation process - before, during and after the negotiation meeting
  • Negative negotiation tactics - recognizing and neutralizing

You will learn how to

  • Effectively analyze a pre-negotiation situation
  • Recognize when to negotiate
  • Develop your BATNA, understand its significance, and speculate on the other party's BATNA
  • Prepare for all aspects of a negotiation meeting
  • Differentiate negotiation personalities
  • Manage conflict during a negotiation
  • Recognize and neutralize negative negotiation tactics

Who should attend?

  • Executives and senior management
  • Project managers
  • Project team leaders
  • Team stakeholders
  • Project sponsors
  • HR Professionals