Negotiation 8hours
Negotiation (People 9) describes how to reach results that are both in the interest of the project, programme or portfolio and acceptable to other parties; The Negotiation (People 9) competence element enable the individual to reach satisfactory agreements with others by using negotiation techniques.
Instructional Objectives
- Identify and analyse the interests of all parties involved in the negotiation
- Develop and evaluate options and alternatives with the potential to meet the needs of all parties
- Define a negotiation strategy in line with own objectives that is acceptable to all parties involved
- Reach negotiated agreements with other parties that are in line with own objectives
- Detect and exploit additional selling and acquisition possibilities
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Lesson 1 : Identify and analyse the interests of all parties involved in the negotiation
- Know and reflect on your own interests, needs and limitations.
- Collect and document information on the parties involved.
- Analyze and document your own priorities.
- Analyze and document the priorities of the other parties.
45min.
Lesson 2 : Develop and evaluate options and alternatives with the potential to meet the needs of all parties
- Identify concessions, options and alternative solutions.
- Identify the best alternative.
- Make the right offer at a favorable moment.
1hr. 10min.
Lesson 3 : Define a negotiation strategy in line with own objectives that is acceptable to all parties involved
- Identify the different strategies that can lead to success.
- Identify alternative strategies in case the negotiation is different to what you expected.
- Understand why you choose a particular strategy.
- Choose negotiation tactics, which support the strategy.
- Name the players and document their mandate.
23min.
Lesson 4 : Reach negotiated agreements with other parties that are in line with own objectives
- Always bring your tactics into line with the situation.
- Negotiate about a lasting agreement.
- Show both your patience and perseverance in order to reach an agreement.
- Use the best alternative, if you cannot come to an agreement.
- Document the result of the agreement.
1hrs. 27min.
Lesson 5 : Detect and exploit additional selling and acquisition possibilities
- Look for ways to deliver more quickly, better and/or cheaper.
- Always keep looking for smarter alternatives.
- When considering an alternative, always weigh up the effect it could have on the relationship.
1hrs. 27min.
Prof. Dr. Chinwi Mgbere
Facilitator
President, Project Managers Development Association of Nigeria – PMDAN.
Managing Director for Construction “Nazarbayev University”
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