Project Management Institute

Negotiating With Confidence: Mastering the Win-Win Approach with Vijay Verma

Description

Topics: Leadership Development | Negotiation | Influencing | Communication and Presentation Skills

Negotiating is a fact of life. It is a process through which parties with 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 significant impact on negotiation strategy. Cultural differences influence methods of negotiating, negotiating process, and its outcome. Project managers must understand and capitalize on cultural differences to achieve win-win solutions.  

In this highly interactive seminar, you will learn of 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.

Click here for full course details.

What You Will Learn

Upon completion of this course, participants 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.
  • Describe practical guidelines for negotiating and adapt negotiating style, according to people and situations.
  • Discuss the dynamics of interpersonal communication, active listening, and barriers to successful communications and remedial actions for effective negotiations.

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®. Leadership and Strategic PDUs apply evenly across all credentials and Technical PDUs apply only to specific credentials. PDUs will be added in full to all eligible credentials.
Technical Leadership Strategic Total
CAPM / PMP / PgMP 0 14 0 14.00
PMI-ACP / Agile* 0 14 0 14.00
PMI-SP 0 14 0 14.00
PMI-RMP 0 14 0 14.00
PfMP 0 14 0 14.00
PMI-PBA 0 14 0 14.00
pmi_talent-triangle_alignments_technical_rgb pmi_talent-triangle_alignments_leadership_rgb pmi_talent-triangle_alignments_strategic_rgb pmi_talent-triangle_alignments_rgb

*Please note that the asterisked row above applies to all PMI Agile certifications, this includes DASM, DASSM, DAVSC and DAC.


Seminar Instructor(s)

Vijay

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.

Course Information

PDUs
14
CEUs
1.4
Level
Intermediate
Length
2 Days
Dates
10 - 11 November 2021

Price

Member Price
US$1560.00
(US$1456.00 before 27 September)
Non-Member Price
US$1862.00
(US$1612.00 before 27 September)
Government Pricing
US$1456.00

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