NEGOTIATION TECHNIQUES FOR PROJECT MANAGERS TRAINING

TRAINING

NEGOTIATION

TECHNIQUES

FOR PROJECT

[

TRAINING

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

TRAINING CONTENT

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

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.

[

TRAINING

STANDARDS AND

METHODOLOGIES

Project management standards and methodologies discussed and addressed in the training.

Project Management Institute (PMI)

PMBOK Guide

PMI Practice Standard for Estimating — PMI Practice Standard for Earned Value Management — PMI Practice Standard for Configuration

Management — PMI Practice Standard for Risk Management — PMI Practice Standard for Work Breakdown Structure — PMI Practice Standard for Scheduling — PMI Standard for Portfolio Management — PMI Standard for Program Management — PMI Project Manager Development Competency

Framework

Organizational Project Management Maturity Model (OPM3®) —

UK Office of Government Commerce (OGC)

PRINCE2 (Projects in Controlled Environments) — MSP (Managing Successful Programmes) — M_O_R (Management of Risks) — P3M3 (Portfolio, Programme, and Project

Management Maturity Model) — P3O (Portfolio, Programme and Project Offices) — MoP (Management of Portfolios) — MoV (Management of Value) —

Scrum Alliance

Scrum Methodology

International Project Management Association (IPMA)

[

TRAINING

[

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

BASIC

PROGRAM

[

TRAINING

BASIC PROGRAM

[

THE DIFFERENT TYPES OF NEGOTIATION TECHNIQUES

› The colaborative and the competitive schools › The soft approach

› The analytical approach › The tough approach

[

THE CULTURAL ASPECTS INVOLVED IN A NEGOTIATION PROCESS

› Culture and rapport › Respecting the differences › Building bridges x walls

[

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

[

THE 5 STEPS TO SUCCESS IN A NEGOTIATION

› Planning the negotiation

› Games Theory and the negotiation › Exploring alternatives

› Converting positions into concerns

[

COMPLEX NEGOTIATION

› Complex systems

› The Theory of Complexity › Exploring differences › Obtaing alternative deals

[

GROUP EXERCISES

› Negotiation exercise : in pairs

› Complex negotiation exercise with multiple stakeholders

[

TRAINING

DYNAMICS

As part of our methodology, in this course the following dynamics will be used:

[

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.

[

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.

[

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.

[

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.

[

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.

[

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.

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

[

TRAINING

REQUIRED

EQUIPMENT

The equipment required for the proper realization of the course is:

[

HIGH RESOLUTION PROJECTOR (1024X768)

[

SOUND SYSTEM FOR VIDEO DISPLAY

[

INTERNET ACCESS

[

VARIABLE ILLUMINATION INSIDE THE CLASSROOM

[

01 TABLE FOR EACH GROUP OF FIVE STUDENTS

[

TRAINING

FURTHER

INFORMATION

For further information about this course, please contact: Phone: +55 31 3024-3003

Fax: +55 31 3024-3005