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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