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Negotiation Skills (PM57)
Duration : 2 days Contact Hours : 14    
       
Learning Outcomes :
  • Negotiate by providing value
  • Create an offer or solution that is satisfactory for all parties
  • Understand the various phases of negotiation and create a plan for each phase
  • Prepare systematically and effectively for negotiations
  • Use various negotiating techniques for a successful outcome
  • Manage negotiations with a wider range of options
  • Move progressively towards agreements
  • Improve relationships with clients and peers by having win-win outcomes out of every negotiation
       
Course Outline
What is negotiation
“Everything” is negotiable
Understanding the negotiation process
Variables of negotiation – power, time, information
Managing expectations
Various negotiating styles
How to use objective criteria
How to evaluate available options
Developing a negotiation strategy
Conducting negotiation
Developing responses to overcome used tactics
Clarifying interests and positions
Separating problems from personalities
Handling conflicts, manipulation and strong emotions
Creating new options for mutual benefits
Project Execution