This course is designed to benefit individuals involved in generating project support from within a company and from other companies. Participants experience each stage of a business negotiation, from the initial planning to the final "handshake" and the memorandum of agreement. Ten negotiation principles are presented, including how to use the four basic forces in every business negotiation: power, information, timing and approach. Participants are shown how to understand and use the Negotiation Mode Matrix technique as a means for moving people from ineffective negotiating strategies and tactics to more cooperative and mutually beneficial approaches.
Case studies and negotiation simulations help students translate new knowledge into job-related skills. Students taking this course address how to:
- Prepare for a negotiation in a project management environment
- Recognize the four forces present in every negotiation
- Develop acceptable concessions
- Deal with negotiation deadlines
- Ensure that all last-minute steps have been taken
- Get a negotiation session off to a good start
- Recognize and counter the typical strategies and tactics
- Close a successful negotiation
