PMOz Book of Abstracts (Sept. 2013) (Sept. 2013) | Page 12

Tuesday 17 September, 2013 11:40 – 12:20
Negotiation Essentials For Projects Lou Markstrom Professional Development Specialist DDLS
Reach your project goals by being a powerful negotiator. Your ability to deliver on your objectives is directly related to your ability to negotiate intended outcomes with people inside and outside of your organisation. Gain the training and expertise you need to excel in day to day negotiations. I. II. What is Negotiation Approaches to Negotiation a. Combative/Competing b. Accommodating/Complying c. Avoidance/Stubborn d. Consultative/Collaborating Understanding Negotiating Outcomes a. Win-Lose b. Lose-Win c. Lose-Lose d. Win-Win e. Everybody Wins Preparing For A Negotiation a. Positions b. Your Objectives c. Their Objectives d. Total Resistance Point (TRP) – Your bottom line e. BATNA (Best Alternative To Negotiated Agreement f. Perceptions Staying Composed in A Stressful Negotiation

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©PMOz 2013