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Introduction
A negotiation, or bargaining to reach an agreement, is something most everyone is called upon to do, to some degree, every day. But few people do it well, and most technologists do it quite poorly. The primary reason is that technologists do not savor dealing with uncertainties, and the very essence of any negotiation is not knowing what the other party is willing to give. A majority of IT professionals, being technologists, suffer greatly from the lack of good negotiation skills, and expose themselves, their teams, and their projects to harm. Though some people naturally negotiate well, the skill can be learned through training, and honed through diligent practice
Objectives
The goals of this session are to provide participants with a strong foundation for conducting effective negotiations – where both parties come together with a view to reach mutually beneficial agreements. The session will focus on the proven steps and innovative techniques to ascertain the salient points of negotiation, the methods to analyze the negotiation style of the other party, the strategies to prepare an effective negotiation approach, and the tactics to conduct effective negotiations.
Upon successful completion of this seminar participants will be able to:
Describe the elements of a successful negotiation session
Differentiate the typical negotiation styles utilized in a project setting
Determine their personal negotiation style(s)
Build a negotiation plan from both the customer and vendor point-of-view for a
sample project
Formulate an appropriate negotiation strategy for a sample project
Produce a deliverable and task-based negotiation plan
Execute a project negotiation session
Create a personal negotiation skills improvement plan
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Seminar Audience
Project managers, team members, and selected end-user/customer team members.
Case Study
Groups of participants form into teams and practice the tools and techniques being taught in the seminar on their real-life projects.
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PMBOK® Guide Areas Covered:
Risk Management
Communications Management
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Effective Negotiations
Your Objectives
Why Bother?
The Flinch Test
Negotiation Experiences and Difficulties
Negotiation Styles
 Accommodate
Withdraw
Defeat
Collaborate
Typical Negotiation Situations
Negotiation Planning
Essential Steps
Negotiation Points
Background Information
Current State – The Gap
Leverage Points
The Bottom Line
Negotiation Strategy
Negotiation Team
Negotiation Approach
Negotiation Venue
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Negotiation Plan
Tasks
Milestones
Deliverables
Responsibilities
Negotiation Session
Separation of Problems from People
Separation of Interests from Positions
Importance of Assertive Stance
Importance of Active Listening
Importance of Nonverbal Clues
Steps to Resolve Conflicts
Reaching the Agreement
Documenting the Agreement
Developing a Personal Negotiation Skills Improvement Plan
Benchmark Your Current Negotiations
Skills
Plan for Improvements
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