16 Topics
10 Days
Programme Overview
Training Description
Who Should Attend
- Change Management Professionals
- Risk Management Professionals
- Consultants
- Engineers and Technical Professionals
- Government and Public Sector Project Professionals
- NGO and Development Programme Professionals
- Professionals responsible for managing stakeholders, suppliers, teams, and project resources
Session Objectives
- Understand the fundamentals of negotiation
- Develop a strategic negotiation plan
- Master effective communication techniques
- Learn to build and maintain rapport
- Manage and resolve conflict constructively
- Handle difficult and aggressive personalities
- Navigate complex team and stakeholder negotiations
- Achieve win-win outcomes for all parties
- Develop a personal negotiation style
- Practice and refine your skills in real-world scenarios
About the Course
Project leaders constantly negotiate over scope, budgets, schedules, resources, priorities, contracts, deliverables, risks, and stakeholder expectations. Effective negotiation is therefore essential for securing commitment, resolving disagreements, protecting project interests, and achieving mutually beneficial outcomes.
This course equips participants with practical negotiation frameworks, communication techniques, influence strategies, conflict-resolution skills, and stakeholder management approaches. Through realistic project scenarios, role plays, simulations, and case studies, participants will learn how to prepare for negotiations, understand different interests, manage difficult conversations, create value, and achieve sustainable agreements.
Curriculum & Topics
16 Topics | 10 Days
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Subtopic 1.1:
The importance of negotiation in project management
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Subtopic 1.2:
The difference between positional and interest-based negotiation
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Subtopic 1.3:
The role of a leader as a negotiator
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Subtopic 1.4:
The importance of preparation
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Subtopic 1.5:
Principles of collaborative negotiation
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Subtopic 2.1:
The five phases of negotiation
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Subtopic 2.2:
The importance of a clear objective
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Subtopic 2.3:
Using a negotiation matrix for complex scenarios
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Subtopic 2.4:
The role of a facilitator
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Subtopic 2.5:
The benefits of a structured approach
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Subtopic 3.1:
The importance of understanding your BATNA (Best Alternative To a Negotiated Agreement)
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Subtopic 3.2:
Techniques for preparing a negotiation plan
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Subtopic 3.3:
The role of a contingency plan
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Subtopic 3.4:
The importance of a clear and concise proposal
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Subtopic 3.5:
The benefits of a well-researched position
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Subtopic 4.1:
The importance of verbal and non-verbal communication
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Subtopic 4.2:
The role of active listening
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Subtopic 4.3:
Techniques for building rapport
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Subtopic 4.4:
The importance of asking open-ended questions
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Subtopic 4.5:
The benefits of a clear and empathetic communication style
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Subtopic 5.1:
The importance of understanding different communication styles
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Subtopic 5.2:
The role of emotional intelligence
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Subtopic 5.3:
Techniques for identifying a counterpart's needs
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Subtopic 5.4:
The importance of a clear perspective
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Subtopic 5.5:
The benefits of a shared understanding
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Subtopic 6.1:
The difference between conflict and negotiation
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Subtopic 6.2:
Techniques for de-escalating a tense situation
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Subtopic 6.3:
The role of a mediator
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Subtopic 6.4:
The importance of a calm and collected demeanor
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Subtopic 6.5:
The benefits of a constructive approach
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Subtopic 7.1:
The importance of identifying a difficult personality
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Subtopic 7.2:
Techniques for dealing with a bully
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Subtopic 7.3:
The role of a strong, assertive voice
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Subtopic 7.4:
The importance of maintaining your composure
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Subtopic 7.5:
The benefits of a firm but fair approach
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Subtopic 8.1:
The importance of internal negotiations
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Subtopic 8.2:
Techniques for building consensus within a team
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Subtopic 8.3:
The role of a stakeholder in a project
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Subtopic 8.4:
The importance of managing expectations
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Subtopic 8.5:
The benefits of a unified approach
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Subtopic 9.1:
The importance of a clear and concise agreement
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Subtopic 9.2:
Techniques for summarizing a negotiation
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Subtopic 9.3:
The role of a formal sign-off
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Subtopic 9.4:
The importance of a follow-up plan
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Subtopic 9.5:
The benefits of a written agreement
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Subtopic 10.1:
The importance of a moral compass
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Subtopic 10.2:
The role of honesty and transparency
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Subtopic 10.3:
Techniques for avoiding a win-lose outcome
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Subtopic 10.4:
The importance of a long-term relationship
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Subtopic 10.5:
The benefits of a reputation for integrity
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Subtopic 11.1:
Negotiating for project resources
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Subtopic 11.2:
Handling a scope change request
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Subtopic 11.3:
The importance of a real-world simulation
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Subtopic 11.4:
The role of a mentor in your development
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Subtopic 11.5:
The benefits of a safe and supportive environment
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Subtopic 12.1:
The importance of persuasion
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Subtopic 12.2:
Techniques for building credibility
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Subtopic 12.3:
The role of a logical argument
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Subtopic 12.4:
The importance of a strong case
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Subtopic 12.5:
The benefits of a compelling story
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Subtopic 13.1:
The importance of cultural awareness
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Subtopic 13.2:
Techniques for a cross-cultural negotiation
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Subtopic 13.3:
The role of a cultural ambassador
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Subtopic 13.4:
The importance of a clear communication style
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Subtopic 13.5:
The benefits of a global perspective
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Subtopic 14.1:
The importance of a negotiation journal
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Subtopic 14.2:
Techniques for a post-negotiation review
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Subtopic 14.3:
The role of a lessons learned session
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Subtopic 14.4:
The importance of a feedback loop
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Subtopic 14.5:
The benefits of a continuous learning mindset
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Subtopic 15.1:
An overview of negotiation tools
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Subtopic 15.2:
Using a negotiation app for a complex scenario
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Subtopic 15.3:
The benefits of a virtual negotiation
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Subtopic 15.4:
The importance of choosing the right tools
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Subtopic 15.5:
The role of a data analyst
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Subtopic 16.1:
The impact of AI on negotiation
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Subtopic 16.2:
The importance of emotional intelligence
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Subtopic 16.3:
The role of a leader in a changing world
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Subtopic 16.4:
The benefits of a futuristic mindset
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Subtopic 16.5:
The importance of preparing for what's next
