Constructive Project Negotiation
Resolve differences and build joint value! 

A 2-day, 14 PDU (1.4 CEU) instructor-led program Projects spawn a variety of conflicts that must be carefully resolved. Each stakeholder has expectations that must be clearly set and effectively managed. Agreements that last are forged by constructive negotiation. This program builds the skills that lead to constructive, long-lived agreements between the interested parties and their constituencies. Participants apply the techniques of constructive negotiating to project conflicts in realistic workshops. The program features a special section on dealing with difficult negotiators. Upon completion, you will be able to: Define constructive agreement Manage stakeholder expectations Build win-win, principled agreements Use three methods to prepare for negotiations Know what concrete actions to take during a negotiation Separate exploring issues and options from forging agreements State the seven attributes of a constructive agreement Work together on a negotiating team Recognize a difficult negotiator Apply three tactics for dealing with a difficult negotiator Coach others on their negotiating skills Who Will Benefit? Project managers who must negotiate with stakeholders at many levels Project leaders who must negotiate with resource managers Team leaders who must negotiate with team members Project team members who must negotiate with other team members, managers, and stakeholdersManage stakeholder expectations Agenda Day 1 (morning) Conflict Management ·      What are the 13 sources of conflict on a project? ·      Why negotiate? ·      What is your negotiating style? ·      What are the characteristics of an effective negotiator? ·      What are the seven attributes of a constructive agreement? ·      Negotiation on the project schedule Day 1 (afternoon) Constructive Negotiation ·      Negotiation on obtaining a critical project resource ·      What do good negotiators do? ·      How do you prepare for negotiation? ·      How should you behave during the actual meeting? ·      Negotiation on balancing five issues in a limited time Day 2 (morning) Project Negotiating Workshop How do you: ·      Explore interests and options ·      Forge compliance-prone agreements ·      Work as a team in negotiation ·      Successfully negotiate stakeholder expectations Day 2 (afternoon) Dealing with a Difficult Negotiator: How can you: ·      Recognize a difficult negotiator ·      handle a difficult negotiator ·      be firm without being aggressive