Negotiating for Win-Win Outcomes: Obtaining Resources and Building Relationships with Vijay Verma

What You Will Learn

Upon completion of this training, learners will be able to:

  • Analyze the impact of culture on negotiation and understand the cultural orientation model with six critical dimensions and five cultural variables.
  • Identify three common methods, four principles, and seven elements of successful negotiations.
  • Analyze negotiating processes and develop strategies to prepare that focus on interests instead of positions to reach win-win negotiations.


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.



    • Basic Concepts of Negotiation (Setting the Stage for Mastering Win-Win Negotiations)
      • Definition of negotiation and its importance in project management
      • Four principles of negotiation 
      • Three methods 
      • Negotiation compass
      • Power and negotiation
      • 10 traits for successful negotiation
    • Communication and Negotiation 
      • Importance of communication
      • Communication process
      • Communication bottlenecks for negotiation
    • Communicating for Successful Negotiation
      • Communication challenges in negotiation
      • Importance of active listening for negotiating effectively
      • Understanding and improving listening behaviors for successful negotiation 
    • Cultural Factors and Negotiation
      • Impact of culture on negotiation
      • Seven main elements of culture
      • Six critical dimensions of culture 
      • Five cultural variables with related orientations 
      • Capitalizing on cultural differences for win-win solutions
    • Negotiating Process
      • Three-step process for negotiating effectively
      • Understanding types of negotiation (based on negotiation process and outcome)
      • Importance of preparation for negotiating effectively (Prepare, prepare, prepare!)
    • Guidelines for Successful Negotiating 
      • Barriers to effective negotiation and remedial actions
      • Integrative solutions and open communication to achieve win-win solutions
      • Seven elements of negotiation
    • Negotiating Strategies to Achieve Win-Win Solutions
      • Focusing on interests instead of on positions
      • Win-win negotiation using a problem-solving approach
      • Guidelines for successful negotiation
      • Strategies for win-win negotiation
    • Summary and Wrap-Up
      • Actions plans (What did I learn in this training and how I will use this knowledge at work?)

PDU Allocation Table

The table below displays the number of professional development units (PDUs) awarded for each PMI® credential, as they align to the PMI Talent Triangle®. Power Skills and Business Acumen PDUs apply evenly across all credentials and Ways of Working PDUs apply only to specific credentials. PDUs will be added in full to all eligible credentials. *Please note that the asterisked row below applies to the PMI® Agile Certification Journey and includes Disciplined Agile® Scrum Master (DASM), Disciplined Agile® Senior Scrum Master (DASSM), Disciplined Agile® Coach (DAC), and Disciplined Agile® Value Stream Consultant (DAVSC) certifications.
Ways of Working Power Skills Business Acumen Total
CAPM® / PMI-CP™ / PMP® / PgMP® 10 0 4 14.00
PMI-ACP® / Agile* 0 0 4 4.00
PMI-SP® 0 0 4 4.00
PMI-RMP® 0 0 4 4.00
PfMP® 0 0 4 4.00
PMI-PBA® 3 0 4 7.00
Ways of Working Power Skills Business Acument Talent Triangle



Vijay Verma PMP, PMI Fellow

Vijay K. Verma, MBA, PEng, PMP, PMI Fellow, is an internationally known consultant, speaker, trainer and author. Mr. Vera has forty years of experience in the area of project management. He provides project management services for projects varying in size, complexity, and diversity. 

He has presented numerous workshops for many clients from a wide variety of industries. He has written the three-volume series Human Aspects of Project Management, published by the Project Management Institute, which includes Organizing Projects for Success (Vol. 1), Human Resource Skills for the Project Manager (Vol. 2), and Managing the Project Team (Vol. 3). Mr. Verma received the 2009 PMI Fellow Award (one of the highest and most prestigious award), 1999 PMI David I. Cleland Project Management Literature Award (for his book Managing the Project Team), and the 1999 PMI Distinguished Contribution Award for sustained and significant contributions to the project management profession. 

His most recent book, The Art of Positive Politics: A Key to Delivering Successful Projects was launched in June 2018 and another book Leading with Purpose: Positive Power and Inspirational Influence will be published in 2021. 

Mr. Verma is a professional engineer and holds Masters’ degrees in Electrical Engineering and Business Administration (MBA). He lives in Vancouver, BC, Canada, enjoying life with his seven grandchildren.

Training Information

18 - 19 September 2024
2 Days


Member Price
(US$1385.00 before 5 August)
Nonmember Price
(US$1585.00 before 5 August)
Government Price
Student Price

Not a PMI Member?

Become a member and take advantage of the knowledge and networking available near you through local PMI chapters.

Join PMI