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Negotiation for Project Managers
(636)
Tuition $ 825 - Credits: 3
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Project managers exercise their negotiation skills
every day. So this course provides you with the added skills needed to
negotiate with functional and other project managers within your organization
over time, scope, budget, schedules and change orders. It also covers
negotiating with outside customers, vendors, suppliers and subcontractors.
Course 636 spans negotiation at every phase of a project, from the start-up,
during performance, and right through the close-out.
Subjects covered include:
| The Nature of Negotiation |
Negotiating in a Complex and Dynamic Environment |
| Effective Planning for Negotiation |
The Agency Relationship in a Negotiation |
| Effective Strategizing for Negotiation |
Multiparty Negotiations |
| Strategy and Tactics of Distributive Bargaining |
Individual Differences |
| Strategy and Tactics of Integrative Negotiation |
Global Negotiation |
| Communication, Perception, and Cognitive Biases |
Managing Difficult Negotiations: Individual Approaches |
| Finding and Using Negotiation Leverage |
Managing Difficult Negotiations: Third-Party Approaches |
| Ethics in Negotiation |
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| Increase Your Understanding of |
. Planning and preparation for negotiation
. The dynamics of communication, and the roles of power and ethics
. The impact of the broader social context on the negotiation process
. The dynamics of negotiation that involves teams and groups
. Cultural factors that strongly shape negotiations
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| Improve Your Ability to |
. Negotiate schedules, change orders, estimates and
contracts
. Negotiate multiparty agreements; and build better teams
. Use third-parties to resolve breakdowns in negotiation
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Professor:
Michael Kingston, B.S., MPM
Text: Negotiation,
by Roy J. Lewicki, David M. Saunders and Bruce Barry,
McGraw-Hill
Negotiation: Readings, Exercises, and Cases,
Roy J. Lewicki, David M. Saunders, and Bruce Barry,
McGraw-Hill
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