NEGOTIATION
TECHNIQUES
FOR PROJECT
MANAGERS
TRAINING
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TRAINING
OBJECTIVE
Macrosolutions provides the training that will empower
students in the negotiation techniques subject, allowing a
better understanding of the dynamics involved in the business
relationships and enhancing the negotiation’s positive results.
TRAINING CONTENT
At the end of the course the student will be able to:
✓✓Understand the importance of the negotiation
✓✓Distinguish the negotiation competitive mechanisms from the
collaborative ones
✓✓Plan to negotiate in a competitive way
✓✓Create strategies to aggregate value
✓✓Alternate and use “hard”, “soft” and “analytical” approaches
✓✓Understand the different cultures’ influence in the negotiation
styles
✓✓Establish an effective rapport
✓✓Be familiar with the personal strengths inventory through the
SDI
✓✓Apply the Myers Briggs Type Indicator (MBTI) and the Jung’s
preferences in the negotiation
✓✓Understand the game theory’s influence in the negotiation
✓✓Convert positions into interest during the negotiation
✓✓Assess and understand the complex negotiations involving
different levels of power and multi-stakeholders
✓✓Identify and manage persons and hard personalities in the
negotiation
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TRAINING
FACT SHEET
DESCRIPTION
COURSE DURATION
16 Hours.
Course number of hours. The number of days depends
on the daily number of hours dedicated in each course.
NUMBER OF PARTICIPANTS
Minimum 20 students per class.
The minimum number of students suggested to ensure
the training economic viability.
TARGET AUDIENCE
Executives, project managers, Departments Managers, Buyers or anyone interested in
negotiations.
REQUIREMENTS
None.
LANGUAGE(S)
Portuguese, English and Spanish.
The language in which the training is ministered.
LOCAL
Provided by the contractor. Worldwide attendance.
CLOSED CLASSES
(IN COMPANY)?
Yes.
Closed classes are hired by a particular organization
or group. In this case all the participants are selected/
chosen by the contracting organization.
OPEN CLASSES?
No.
Open classes offer public access in which the
registration is done by each participant, individually.
CERTIFICATION AND PDU
All training participants will receive a
participation certificate with 16 PMI’s PDUs.
(PMI R.E.P. activity number: Macro013)
Professional Development Units are the measuring
units issued by the Project Management Institute for
the credential holders. With these units the credential
holders can maintain their certifications.
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TRAINING
STANDARDS AND
METHODOLOGIES
Project management standards and methodologies discussed
and addressed in the training.
Project Management Institute (PMI)
UK Office of Government Commerce (OGC)
PMBOK Guide
PRINCE2 (Projects in Controlled Environments)
—
PMI Practice Standard for Estimating
—
MSP (Managing Successful Programmes)
—
PMI Practice Standard for Earned Value Management
—
M_O_R (Management of Risks)
—
PMI Practice Standard for Configuration
Management
—
P3M3 (Portfolio, Programme, and Project
Management Maturity Model)
—
PMI Practice Standard for Risk Management
—
P3O (Portfolio, Programme and Project Offices)
—
PMI Practice Standard for Work Breakdown Structure
—
MoP (Management of Portfolios)
—
PMI Practice Standard for Scheduling
—
MoV (Management of Value)
—
PMI Standard for Portfolio Management
—
PMI Standard for Program Management
—
Scrum Alliance
Scrum Methodology
PMI Project Manager Development Competency
Framework
Organizational Project Management Maturity Model
(OPM3®)
International Project Management Association (IPMA)
—
ICB® IPMA Competence Baseline
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TRAINING
BASIC
PROGRAM
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COURSE OPENING
NEGOTIATION IN PROJECTS
›› The negotiation process in a project environment
›› The importance of negotiation for each one who is involved
›› Determining the negotiation needs of everyone
›› Power and negotiation
›› Batna and zopa
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TRAINING
BASIC PROGRAM
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THE DIFFERENT TYPES OF NEGOTIATION TECHNIQUES
›› The colaborative and the competitive schools
›› The soft approach
›› The analytical approach
›› The tough approach
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THE CULTURAL ASPECTS INVOLVED IN A NEGOTIATION PROCESS
›› Culture and rapport
›› Respecting the differences
›› Building bridges x walls
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USING THE MBTI AS A NEGOTIATION SUPPORT TOOL
›› The Myers Briggs Type Indicator and the Jung preferences
›› Avoinding conflicts in teams using the MBTI
›› How the MBTI can be used in a negotiation
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THE 5 STEPS TO SUCCESS IN A NEGOTIATION
›› Planning the negotiation
›› Games Theory and the negotiation
›› Exploring alternatives
›› Converting positions into concerns
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COMPLEX NEGOTIATION
›› Complex systems
›› The Theory of Complexity
›› Exploring differences
›› Obtaing alternative deals
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GROUP EXERCISES
›› Negotiation exercise : in pairs
›› Complex negotiation exercise with multiple stakeholders
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COURSE CLOSE-OUT
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TRAINING
DYNAMICS
As part of our methodology, in this course the following dynamics
will be used:
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NEGOTIATION ‘IN PAIRS’
› A practical exercise especially developed by Ricardo Vargas to teach and emphasize the
process of negotiation between two parties, focusing directly on the collaborative negotiation
process by The Program on Negotiation at Harvard Law School.
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NEGOTIATION ‘WITH THREE PARTIES’
› A practical exercise where three parties with different levels of authority negotiate their own
interests alone and in groups. Its objective is to practice the perception of concealed positions
in interests and the complex negotiations.
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COMPLEX NEGOTIATION
› A practical exercise developed by Ricardo Vargas where multiple parties negotiate with
multiple conflicting interests, where traditional competitive mechanisms are not efficient
and other approaches need to be structured to ensure the success and the outcome of the
negotiation.
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CASE STUDIES
› Ricardo Vargas and the Macrosolutions’ team have selected a relevant set of case studies and
exercises that allow the participants to associate real and fictional cases the to daily work.
› All case studies are appropriate to the nature of the client and the training audience.
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VIDEOS SELECTION
› In order to facilitate the student learning, videos that cover various parts of movies,
commercials, home videos, etc. are used in the classroom environment to fix concepts and
associate technical issues with the reality of work and also to introduce new concepts.
› They are short videos with direct focus on specific topics, tools and cases.
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TRAINING
EXCLUSIVE STUDENT
ACCESS AREA
In addition to the exclusive printed material,
all participants will have access to the
courseware’s electronic version, to the files
of exercises and to the work done in the
classroom.
Student Area’s on the website macrosolutions.com.br
The access is given through the restricted
site that is available and prepared by the
Macrosolutions team considering each
course that we provide. This initiative is a
pioneer in the educational market and also
anticipates trends related to the documents’
electronic management
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TRAINING
REQUIRED
EQUIPMENT
The equipment required for the proper realization of the course is:
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HIGH RESOLUTION PROJECTOR (1024X768)
SOUND SYSTEM FOR VIDEO DISPLAY
INTERNET ACCESS
VARIABLE ILLUMINATION INSIDE THE CLASSROOM
01 TABLE FOR EACH GROUP OF FIVE STUDENTS
01 FLIP CHART FOR EACH GROUP OF FIVE STUDENTS
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TRAINING
FURTHER
INFORMATION
For further information about this course, please contact:
Phone: +55 31 3024-3003
Fax: +55 31 3024-3005
email: [email protected]
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