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Project
Negotiation Skills - Strategies and Tactics
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Attention New York Engineers:
This course cannot be taken to fulfill your
continuing education requirements in the state of New York since the course does
not fall under the category of "Areas of Practice" or "Law/Ethics".
For more information, check the
New
York State Board Requirements.
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Richard "Dick" Grimes, CPT
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Please
note that this course has components that are similar to Course Number
BS-7001 Negotiating Skills for the Workplace.
This course builds on “Negotiating Skills for the Workplace”
with additional emphasis on the project aspect of negotiation.
If
you have previously taken course BS-7001 Negotiating Skills for the
Workplace, we recommend that you browse the course material for this
course before purchasing to be certain that the material will fit your
needs. |
Overview
This course will help participants understand the risk involved in a traditional “win-win” approach to project negotiations and develop a new strategy and supporting tactics that will either assure “satisfaction” on both sides or at least maintain good will if an agreement cannot be reached. They learn to analyze the nature of their satisfaction for every negotiating situation and develop tactics to achieve it.
It begins with a look at the major working styles that may be involved in negotiations and how to approach the negotiation from the viewpoint of the other side’s interests and utilize tactics appropriate for each type. Then we explore the fundamentals of negotiations to identify the skills and concepts that apply in any kind of project setting.
Finally, we identify what a successful relationship with a service or product vendor would look like and how we can establish it on any project. We include suggestions for a Request for Information (RFI), a Request for Proposal (RFP), and developing measurements for subjective “fuzzy” topics.
It does do not discuss developing or negotiating contracts, risk management, nor provide legal advice. Those topics are beyond the scope of this work.
The
student must take a multiple-choice quiz consisting of sixty-five (65)
questions at the end of the course to obtain PDH credits.
Specific Knowledge or Skill Attained
This course teaches the following specific knowledge and
skills:
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How to identify the four major working styles
they will encounter on a project
- Their own personal working style
- How to take a flexible approach to deal with
the different working style types that would be on a project
- How to adapt their negotiation tactics to
negotiate more effectively with styles unlike their own
- How to view the negotiation through the eyes
of the other side
- How to develop an overall strategy for the
upcoming negotiation
- How to select tactics for use in the
negotiation that will support the selected strategy
- How to negotiate more confidently
- How to preserve good will even if you cannot
reach agreement
- How to deal effectively with unexpected
situations in a negotiation where you do not have preparation time
- How to ask questions that help you develop
your strategy
- How to stay on track and not get distracted
- How to use outside standards to reduce the
potential for conflict
- How recognize and deal with disruptive
tactics from the other side
- A variety of ways to close a negotiation and
get agreement
- The value of “interests” and the danger
of “positions” when constructing a negotiation strategy
- How to define what a successful outcome
looks like from your perspective and theirs
- How to clarify their perception of the
traditional client-vendor relationship from the client’s viewpoint
- How to clarify their perception of the
traditional client-vendor relationship from the vendor’s viewpoint
- How to re-evaluate the “customer is always
right” concept
- Who influences the width of the
performance gap between commitment and compliance within a client-vendor
relationship
- How to develop a relationship framework that
will influence their counterpart positively toward the commitment side of
the performance gap
- Who controls where the vendor works
within the performance gap between commitment and compliance.
- Why and how the relationship between the
leader and work performer impacts work productivity
- The five components of motivation important
to a vendor
- How to include these five elements in a
client-vendor relationship
- How these motivational components relate to
a successful client-vendor relationship
- How viewing a vendor from a new perspective
may have a profound impact on their eventual relationship
- What vendors typically look for in a
relationship with a client
- How to determine what the counterpart seeks
in a successful relationship
- What are the most typical complaints about
vendors
- What are the most common complaints about
clients
- How to identify the characteristics of a
relationship with a vendor that would best satisfy a client
- How to construct the foundation for a
successful relationship with a vendor
- Key phrases to add to RFIs and RFPs to alert
potential vendors that a client is considering a non-traditional
relationship
- To develop an easy-to-use and fair
evaluation system for subjective or “fuzzy” topics that are
traditionally difficult to measure
Course
Click on the link below to review the
course document prior to taking a quiz for credit.
Project
Negotiation Skills Strategy and Skills
To obtain PDH credits for this course, you will need to take a quiz for
credit. Click on the link below.
(To take the quiz,
your web browser must be set to accept cookies. See how to
check your cookie settings.)
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