Tricks of the Trade® for Negotiation—Live Online

Delivered by Jean McKay, PMP, MSCIS

Price:	$699
PDUs:	12
Time:	1st Day: 9am to 4pm CST 2nd Day: 9am to 4pm CST
Dates:	July 10th - 11th, 2013

RMC Project Management is now delivering its most popular advanced project management training classes live and online! Using one of the top online learning facilitation tools in the world, students will experience true, classroom-style learning in front of their own computer. In addition to world-class instruction from experienced instructors, our live online classes will feature live chat, white boards, breakout rooms, file sharing, testing/quizzing, and dozens of other learning-based features.

Class Description

Whether or not they are aware of it, project managers are forced to negotiate every single day. Yet, most do not understand the preparation, sophistication and strategy involved with bringing a negotiation to a successful 'win-win' conclusion. Negotiation is a process that great project managers not only understand, but also use to their advantage.

Understanding the negotiation process and creating a plan for all negotiations within a project are keys to your success as a project manager. During this invaluable 2-day class, participants will learn to manage negotiations within a team environment, bypass critical deadlocks, interpret non-verbal communication, counter dirty tricks and games, and effectively say "no" when necessary. Students will also get a chance to practice negotiating, and be critiqued in this hands-on class.

Learning Objectives

At the conclusion of this course, students will be able to:

• Understand the negotiation process.
• Better utilize listening and questioning skills.
• Recognize nonverbal cues within communication.
• Practice using the process of negotiation planning.
• Conduct a post negotiation self-assessment.
• Deal with angry clients and tough negotiators.
• Utilize negotiation best practices.
• Avoid common negotiation pitfalls.

Course Outline

• What is Negotiation?
  • Definition of Negotiation
  • Elements of Negotiation
  • Common Negotiation Situations
  • Attitudes Towards Negotiation
  • Types of Negotiation
  • When to Negotiate
  • Cultural Differences in Negotiation
• Planning a Negotiation
  • Negotiation Process
  • Negotiation Stages
  • Planning a Negotiation
• Communication Skills
  • Communication Skills Assessment
  • The Consequences of Poor Communication
  • Interpersonal Communication Gap
• Nonverbal Communication
  • Characteristics of Nonverbal Communications
  • Body Language and Gestures
• Listening and Questioning Skills
  • The Difference Between Hearing and Listening
  • The Practice of Active Listening
  • The Barriers to Effective Listening
  • How and When to Actively Listen
• Dealing with the Tough Negotiators
  • Three Types of Tough Negotiators
  • How to Stay Calm
  • Dealing with Anger
• Strategies and Tactics of Negotiation
  • Common Strategies and Tactics
  • Handling Tactics
  • Use of Physical Settings
  • Time Management
  • Team Management
• Impasses, Deadlocks and Saying "No"
  • Dealing with:
    • Impasses
    • Deadlocks
  • Saying "No"
• Self-Evaluation
  • Negotiator Self-Evaluation