Negotiation is often the best -- and sometimes the only -- way to develop effective, lasting solutions to many kinds of project problems. This two-day program builds the skills you need to craft constructive agreements between the project team and the other stakeholders. Participative exercises will help you master basic concepts: getting agreement vs. eliminating differences and positions vs. interests. You will also learn when to negotiate, how to prepare for a negotiation, how to manage the aggressive negotiator, and how to deal with "everyday" negotiations.
Approximately 70% of class time is devoted to casework and experiential learning. During hands-on exercises, you will work as part of a team to apply the techniques of win-win negotiating to a series of increasingly challenging project negotiations.
Upon completion, you will be able to:
- Determine whether to negotiate
- Use a structured process to negotiate
- Craft agreements that preserve your relationship with your "opposer"
- Describe the phases of a negotiation
- Deal with an aggressive negotiator
- Use deadlines to your advantage
- List ten useful tactics for negotiating
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Day 1 |
Introduction
What, when, and why to negotiate
Elements of a successful negotiation
Types of negotiations
Win-lose vs. win-win negotiation
Dangerous assumptions about working relationships
The process of negotiation
Preparing for the Negotiation
Surveying the environment
Your interests, their interests, shared interests
Constraints and assumptions
Anticipating problems
Using a trade-off matrix
Constructing the facts
Who are the stakeholders?
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Day 2 |
Conducting the Negotiation
"Tactics" is not a four-letter word
Choosing your attitude and style
Dealing with your emotions
Asking questions the right way
Ultimatums: when they are okay
Common errors: starting too high or
too low, splitting the difference
Follow-through
Keeping your commitments
Monitoring compliance
When the agreement falls apart
Special Topics
Managing the aggressive negotiator
Telephone negotiations
Surprise negotiations
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