Negotiate to Win: Build Partnerships, Secure Results

Negotiating is a fact of life. It is a process through which parties with both shared and opposed interests reach agreement. It is one of the most important skills for all project managers in today’s global economy. Effective communication and cultural awareness are the keys to win-win negotiations. Often, project managers have little or no formal authority over their stakeholders. Therefore, they must develop and use their negotiating and communicating skills to manage their projects successfully. Communicating involves verbal, nonverbal, written, formal, and informal communications among many stakeholders with diverse interests. A multigenerational work environment is now a reality that poses distinct communication and negotiation challenges in managing project teams. Culture has a significant impact on negotiation strategy. Cultural differences influence methods of negotiating, the negotiating process, and outcomes. Project managers must understand and capitalize on cultural differences to achieve win-win solutions.

In this highly interactive training, you will learn the importance of interpersonal communication and active listening in negotiations, barriers to successful communication and remedial actions, and practical strategies to communicate effectively in different cultures. You will study a cultural orientation model that consists of six critical dimensions and five cultural variables with related orientations to prepare for successful negotiations. You will learn practical strategies to negotiate by focusing on interests—instead of on positions—and generating mutually beneficial options to achieve win-win solutions. You will learn strategies to negotiate effectively with your project stakeholders to meet project objectives and build better working relationships.