Tricks of the Trade® for Negotiation

Understand the Negotiation Process—2 Days, 16 Hours

Understanding the negotiation process and creating a plan for all negotiations within a project are the keys to your success as a project manager. Learn to manage negotiations within a team environment, bypass critical deadlocks, interpret non-verbal communication, counter dirty tricks and games, and effectively say "no" with this invaluable 2-day class.

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At the conclusion of this course, students will be able to:

  1. Understand the negotiation process.
  2. Better utilize their listening and questioning skills.
  3. Recognize nonverbal cues within communication.
  4. Practice using the process of negotiation planning.
  5. Conduct a post negotiation self-assessment.
  6. Deal with angry clients and tough negotiators.
  7. Utilize negotiation best practices.
  8. Avoid common negotiation pitfalls.
  • Communication Skills
    • Communication Skills Assessment
    • The Consequences of Poor Communication
    • Interpersonal Communication Gap
  • Nonverbal Communication
    • Characteristics of Nonverbal Communications
    • Body Language Gestures
  • Listening and Questioning Skills
    • The Difference Between Hearing and Listening
    • The Practice of Active Listening
    • The Barriers to Effective Listening
    • How and When to Actively Listen
  • What is Negotiation?
    • Definition of Negotiation
    • Elements of Negotiation
    • Common Negotiation Situations
    • Attitudes Towards Negotiation
    • Types of Negotiation
    • When to Negotiate
    • Cultural Differences in Negotiation
  • Planning a Negotiation
    • Negotiation Process
    • Negotiation Stages
    • Planning a Negotiation
  • Dealing with the Tough Negotiators
    • Three Types of Tough Negotiators
    • How to Stay Calm
    • Dealing with Anger
    • Dealing with Conflict
  • Strategies and Tactics of Negotiation
    • Common Strategies and Tactics
    • Counter Ploys
    • Use of Physical Settings
    • Time Management
    • Team Management
  • Impasses, Deadlocks and Saying "No"
    • Dealing with:
      • Impasse
      • Deadlock
      • Delivering Bad News
    • Saying "No" to Management
  • Self-Evaluation
    • Negotiator Self-Evaluation

Students receive a copy of the Tricks of the Trade for Negotiation Workbook and supplemental materials that provide the exercises and case studies that are used and referenced throughout the class.

BOOK: PM Crash Course, Second Edition
by Rita Mulcahy et. al.

This compact resource guide quickly and clearly communicates project-related concepts like project charters, stakeholder management, requirements definition, estimating, scheduling, budgeting, quality management, risk management and more.

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WHITE PAPER: Tailoring Scope by Project—Why One Doesn't Fit All by Barbara A. Carkenord

This whitepaper recommends that scoping should be tailored to the type of project and product being undertaken, rather than trying to design a standard scope statement or statement of work (SOW) for all projects.

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FREE RECORDED WEBINAR: Overcoming Politics on Projects
by Rick A. Morris

This one-hour Webinar dives into the topics of gaining buy-in from upper management, accurately estimating time and cost, controlling project communication, managing within corporate culture, taking care of your team, and more.

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TEMPLATE: Free Sample Project Charter

Having trouble creating a project charter for your upcoming initiative? Use this free sample from RMC as a guideline, and complete your charter quickly and easily.

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For Corporate Pricing or to Schedule a Training Needs Assessment, Please Contact:

Ken Mulcahy • Onsite Training Specialist • (952) 846-4484

* Discounts Available for Federal, State and Local Government Agencies

Register for this Course

Type: Advanced
Audience: Agile PMs, Team Members, Product Owners
Duration: 2 Days – 8:00 am to 5:00 pm
PDUs: 16
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