Negotiation Skills Training for Project Managers

How do you consistently deliver your projects within budget and on time? As a successful project manager, your negotiation skills need to be amongst your strongest differentiators.

Our project management graduates report significant improvements in key indicators such as: preventing scope creep, getting variation orders signed off at high margins, renegotiating deadlines, avoiding and reducing claims, all while improving customer and stakeholder relationships.

How do we know? We measure three months after the course. When you follow our recommendations, you should expect to continue enjoying the above impressive results on your projects for the rest of your career.

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Training Course Overview

Ours is a fun and highly interactive learning approach. You’ll be tackling true to life project management sim games, and then learning from in-depth graphical personalized feedback on your performance. You’ll join in on group discussions, Q&A’s and answer poll questions. Theory is kept to a minimum. Our toolsets make preparing for, controlling and agreeing projects quicker and easier.

Our sim game enables us to accommodate class sizes of up to 20. Enjoy an unrivalled level of detailed personalized feedback, accelerating your development. You’ll follow along using your participant guide, where you’ll also note your areas of excellence and opportunity.

Earn 32 PDUs for our three-
day course, and 22 PDUs
for our two-day course.

Earn 30 PDUs for our three-day course, and 20 PDUs for our two-day course.

Our Clients

Key Seminar Outcomes

Gaining sign-off on variation orders, rather than watching scope creep eat into your margins.

Agreeing realistic deadlines that won’t cause worry. Renegotiating deadlines to your advantage.

Winning over stubborn stakeholders to get the resources and sign-off you need.

Quickly gather the information you need in order to plan, provide estimates, and start on schedule.

Becoming masterful at choosing your preferred negotiation styles. Making relationships collaborative to achieve win-win results.

Getting the most from your meetings, by focusing on the areas of highest value and learning your levers of control.

Gaining key insights into your strengths and weaknesses from a global Negotiation Expert and graphical sim game reports.

Achieving higher margins on your projects, even when your sales colleagues have made this difficult.

Mastering proven tools to turn complexity to your advantage, most especially in big spend team-based deals.

Enjoying the fruits of your new skills with more responsibility, bigger projects, and faster promotions.

Avoiding and reducing customer claims, while gaining sign-off on your claims.

Reducing stress, as your negotiation skills put a bounce of confidence in your step.

Testimonials

Dominik Seidl Senior Project Manager

In the months since the course I’ve practiced consistently preparing for meetings. I’m now involving all project team members. Giving them their roles in the negotiation. Creating a trading plan has been VERY helpful.

Andreas Lindelof Regional Manager

I think the training was made absolutely relevant for Skanska negotiators. It will add high value to our organisation. Loved how the trainer kept us involved.

Training Agenda

Level 1 Level 2 Level 3 Level 4 Level 5 Level 6

4½ hours

Introduction & Objectives
Level 1 Outcomes & Quiz Questions
Group Discussion
Negotiation sim game
Best Practices Debrief
Negotiation Styles Role Play
Negotiation Styles Profile Personalized Reports

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4½ hours

Level 1 Quiz Answers
Level 2 Outcomes & Quiz Questions
Collaboration vs. Competition
SWOT, Trading Plan & Agenda Control
Sim game
Personalized Feedback using Sim Game Graphs & Leaderboards

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4½ hours

Level 2 Quiz Answers
Level 3 Outcomes & Quiz Questions
Controlling meetings with the agenda
Persuasion: Get more 'yeses' with compliance
Questioning Framework & Pre-Meetings
Sim game
Personalized Feedback using sim game Graphs & leaderboards

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4½ hours

Level 3 Quiz Answers
Level 4 Outcomes & Quiz Questions
Objection Handling: from vendors & stakeholders
Group exercise on overcoming objections
Teams Roles
Team sim game
Team Feedback using sim game graphs & leaderboards

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4½ hours

Level 4 Quiz Answers
Level 5 Outcomes & Quiz Questions
Meeting room seating, and negotiating via phone and email
Manipulative tactics: how to identify & neutralize
Team sim game
Team Feedback using sim game graphs & leaderboards

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4½ hours

Level 5 Quiz Answers
Level 6 Outcomes & Quiz Questions
How to tell stories that persuade
Group exercise crafting a story
Sim game
Personalized Feedback using sim game graphs & leaderboards
Conclusion and retention best practices

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Level 1

4½ hours

Introduction & Objectives
Level 1 Outcomes & Quiz Questions
Group Discussion
Negotiation sim game
Best Practices Debrief
Negotiation Styles Role Play
Negotiation Styles Profile Personalized Reports

Level 2

4½ hours

Level 1 Quiz Answers
Level 2 Outcomes & Quiz Questions
Collaboration vs. Competition
SWOT, Trading Plan & Agenda Control
Sim game
Personalized Feedback using Sim Game Graphs & Leaderboards

Level 3

4½ hours

Level 2 Quiz Answers
Level 3 Outcomes & Quiz Questions
Controlling meetings with the agenda
Persuasion: Get more 'yeses' with compliance
Questioning Framework & Pre-Meetings
Sim game
Personalized Feedback using sim game Graphs & leaderboards

Level 4

4½ hours

Level 3 Quiz Answers
Level 4 Outcomes & Quiz Questions
Objection Handling: from vendors & stakeholders
Group exercise on overcoming objections
Teams Roles
Team sim game
Team Feedback using sim game graphs & leaderboards

Level 5

4½ hours

Level 4 Quiz Answers
Level 5 Outcomes & Quiz Questions
Meeting room seating, and negotiating via phone and email
Manipulative tactics: how to identify & neutralize
Team sim game
Team Feedback using sim game graphs & leaderboards

Level 6

4½ hours

Level 5 Quiz Answers
Level 6 Outcomes & Quiz Questions
How to tell stories that persuade
Group exercise crafting a story
Sim game
Personalized Feedback using sim game graphs & leaderboards
Conclusion and retention best practices

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Inside the Course

Sim Game

We’ve created the world’s most advanced negotiation simulation. Graduates describe our gamified courses as intense, highly valuable and fun. When learning is fun, lessons stick and new empowering habits flourish. Our sim game accelerates sales teams’ along their learning curves, and reduces the investment requirement per head by enabling a group size of 20 – where all negotiators are receiving more focused feedback than ever before.

For the first time ever our sim enables your team to

1 Track negotiations through all levels, including comparing progress to colleagues in friendly rivalry with our Leaderboards.

2 Measure the amount of value each side achieved, plus the gold left on the table, and other metrics.

3 Put your finger on your moments of excellence, and your missed opportunities. Our Negotiation Experts provide coaching to all.

Many of our clients collaborate with us to create their unique sim games, customized to reflect their product, service and industry.

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Charles-Weihua Chen Project Manager

The sim tool is interesting and impressive, and quite objective when we got the final results and analysis. I liked the risk free way we practiced, using real life situations.

Susan Harris-Paulauskas Senior Business
Development Manager

The live role playing sims were engaging and very helpful for putting into practice the techniques we learned. Very thorough.

Who's This Seminar For?

Project Management Negotiation graduates typically have the following job titles: Director of Program Management, Senior Project Manager, Project Manager, Associate Project Manager, Assistant Project Manager, Junior Project Manager.

Customize around your Team’s Unique Needs

When a training provider claims that they will customize your course, you need to ask them how they do this. We're proud to offer the most bespoke project management negotiation training. Together we will choose sim games from our library. We are known for customizing sims around our clients’ needs - from scratch. Our pre-training project management diagnostic gives us valuable insights from your team’s responses. These insights help us to shape our training agenda, including knowing how many days are needed and which modules to include.

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Diagnose

Unless you measure your team before your training, you’ll not be able to customize to suit your team’s needs. Since 2003 clients have been trusting our diagnostic profile to better understand gain insights and baseline their teams against the competition.

Leaders tell us that our reports confirmed what they had noticed and that they gained new insights from our debrief conversation. Your team’s diagnostic profile informs our customization choices.

Diagnose My Team

Question: Which do you feel the most challenged by?

Keeping Negotiations Collaborative (win-win) Delivering on Others’ Unrealistic Promises Unreasonable or Excessive Claims Risk Management Persuading & Influencing Setting Up or Changing Scope, Timing, or Cost

90 71 64 62 60 54

0 30 60 90

Diagnose My Team

Live Online or Classroom

Classroom

Your training can be delivered at your offices or at an off-site venue, such as a hotel or conference centre.

Maximum class sizes are typically either 12 with video, or 28 without video. The simulation games are used across all levels - so participants will need their laptops.

Live Online Facilitator-led

We’ve been delivering live online training since 2015, and now enjoy similar ratings and feedback from graduates to our classroom courses. Since more meetings are happening via video calls than ever before, the best way to equip your project management team is a live online video training.

Interaction and energy levels are kept high. Inclusive of breaks, each of our levels requires 4 1/2 hours, accommodating up to 20 participants.

Meet the Experts

Our Negotiation Experts are passionate about delivering top and bottom line results to your organization. All are experienced in training project management teams across a variety of countries and industries.

Training Course Approach

Our training is highly experiential. You'll spend most of your time negotiating your way through challenging project management role plays.
A global Negotiation Expert will then be reviewing results, pinpointing your moments of genius and learning opportunities.

Assessment & Certification

In order to understand which tools and skills your team is enjoying their results from, and to support your team with coaching and discussions, it’s essential to measure.

Our scored assessment measures your team’s usage and results three months after their training. The pass mark is 50%, with personalised reports and certificates being sent to graduates, and a group report being sent and discussed with your leadership.

Graduates tell us that the assessment coupled with their personalised report is a handy reminder of everything they learned on the course, resuting in higher retention and ROI.