Introduction:
Negotiation is often the best and sometimes the only way to develop effective, lasting solutions to many kinds of work problems. This program builds the skills you need to craft constructive agreements between the project team and the other stakeholders. Participative exercises will help you master basic concepts: getting agreement vs. eliminating differences and positions vs. interests. You will also learn when to negotiate, how to prepare for a negotiation, how to manage the aggressive negotiator, and how to deal with "everyday negotiations. Case studies include both internal negotiations and contract negotiations.
This program will help you develop the personal and professional skills needed to lead your project team. You will learn how to create a shared vision and how to keep your team aligned with that vision through storytelling. The program covers vital general management skills such as motivation, feedback, and delegation. Other topics include how to develop agreement on roles and responsibilities, when to emphasize task behaviors over relationship behaviors, how to build a team that sees itself as a team, and dealing with a difficult team member.
Approximately 70% of class time is devoted to casework and experiential learning. During hands-on exercises, you will work as part of a team to apply the techniques of win-win negotiating to a series of increasingly challenging project negotiations
Objectives:
Identify the major needed by effective managers.
Discuss the planning, controlling, leadership, and decision-making skills
Explain the techniques of motivating subordinates
Consider methods for improving management performance
Gain insights into the successful implementation of teams
Examine the application of management best practices
Recognize the Different Ways to Motivate Employees
Describe the phases of a negotiation
Use a structured process to negotiate
Deal with an aggressive negotiator
Craft agreements that preserve your relationship with your counterpart
List ten useful tactics for negotiating
Who should attend:
These programs are designed for individuals who have or expect to have responsibility for leading or managing a project, subproject, or project phase. Newcomers will learn new skills. More experienced managers will enhance their ability to apply what they already know.
Daily Outlines:
Day 1:
Management is a dynamic process
Management is a Social Process
Management is a Continuous Process
Management requires
Management utilizes available resources at most to achieve its objectives
Managerial Process
Management Unit as a System
Relationship of Inputs with Outputs (Feedback)
Transformation Process and Elements of Managerial Process
Main Items of Management
Day 2:
Planning Function
Organization
Directing
Motivation
Managerial Leadership
Managerial Communication
Controlling
Day 3:
Elements of a successful negotiation
Types of negotiations
Win-lose vs. win-win negotiation
Dangerous assumptions about working relationships
The process of negotiation
Preparing for the Negotiation
Surveying the environment
Day 4:
Your interests, their interests, shared interests
Constraints and assumptions
Anticipating problems
Using a trade-off matrix
Constructing the facts
Who are the stakeholders?
Day 5:
Conducting the Negotiation
"Tactics is not a four-letter word
Choosing your attitude and style
Dealing with your emotions
Asking questions the right way
Ultimatums: when they are okay
Common errors: starting too high or too low, splitting the difference
Follow-through
Keeping your commitments
Monitoring compliance
When the agreement falls apart
