Course

Course Summary
Credit Type:
Course
ACE ID:
PMLG-0006
Organization:
Project Management Leadership Group, Inc.
Location:
Classroom-based
Length:
16 hours (2 days)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Upper-Division Baccalaureate 1 Management or Project Management
NOTE: To receive credit, the student must complete this course plus two other courses from Contract and Vendor Management, Cost Management, Facilitation and Communication, How to be a Great Project Leader, or Requirements Management Workshop.
Description

Objective:

To develop effective negotiation skills and techniques with team members, sponsors, steering committees, vendors, and clients.

Learning Outcomes:

  • Prepare for a winning negotiation, and reduce conflict during negotiations
  • Plan negotiating sessions
  • Develop negotiating strategies and tactics
  • Understand cultural influences on negotiations

General Topics:

  • Negotiation tactics
  • The 'why' and 'what' of negotiations
  • Negotiating savvy
  • The concept of listening
  • Identifying and dealing with difficult people, stress, and body language
  • The components of agreement phases
  • The investigation phases of negotiation
  • Goals in a negotiation
  • Setting limits for a negotiation
  • Opening offers based on goals and limits
  • Understanding the opposition in negotiation and being able to prepare the initial presentation for a negotiating session
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Case Studies
  • Classroom Exercise
  • Discussion
  • Learner Presentations
  • Lectures
  • Practical Exercises
Supplemental Materials