Learn the key competitive and collaborative negotiation techniques internationally used by successful negotiators.

1. NEGOTIATION
TECHNIQUES
FOR PROJECT
MANAGERS
TRAINING

2. [
TRAINING
OBJECTIVE
Macrosolutions provides the training that will empower
students in the negotiation techniques subject, allowing a
better understanding of the dynamics involved in the business
relationships and enhancing the negotiation’s positive results.
TRAINING CONTENT
At the end of the course the student will be able to:
✓✓Understand the importance of the negotiation
✓✓Distinguish the negotiation competitive mechanisms from the
collaborative ones
✓✓Plan to negotiate in a competitive way
✓✓Create strategies to aggregate value
✓✓Alternate and use “hard”, “soft” and “analytical” approaches
✓✓Understand the different cultures’ influence in the negotiation
styles
✓✓Establish an effective rapport
✓✓Be familiar with the personal strengths inventory through the
SDI
✓✓Apply the Myers Briggs Type Indicator (MBTI) and the Jung’s
preferences in the negotiation
✓✓Understand the game theory’s influence in the negotiation
✓✓Convert positions into interest during the negotiation
✓✓Assess and understand the complex negotiations involving
different levels of power and multi-stakeholders
✓✓Identify and manage persons and hard personalities in the
negotiation
© Macrosolutions SA. Todos direitos reservados. 2/10

3. [
TRAINING
FACT SHEET
DESCRIPTION
Course number of hours. The number of days depends
COURSE DURATION
on the daily number of hours dedicated in each course.
16 Hours.
The minimum number of students suggested to ensure
NUMBER OF PARTICIPANTS
the training economic viability.
Minimum 20 students per class.
TARGET AUDIENCE
Executives, project managers, Departments Managers, Buyers or anyone interested in
negotiations.
REQUIREMENTS
None.
The language in which the training is ministered.
LANGUAGE(S)
Portuguese, English and Spanish.
LOCAL
Provided by the contractor. Worldwide attendance.
Closed classes are hired by a particular organization
CLOSED CLASSES
or group. In this case all the participants are selected/
(IN COMPANY)? chosen by the contracting organization.
Yes.
Open classes offer public access in which the
OPEN CLASSES?
registration is done by each participant, individually.
No.
Professional Development Units are the measuring
CERTIFICATION AND PDU
units issued by the Project Management Institute for
All training participants will receive a the credential holders. With these units the credential
participation certificate with 16 PMI’s PDUs. holders can maintain their certifications.
(PMI R.E.P. activity number: Macro013)
© Macrosolutions SA. Todos direitos reservados. 3/10

4. [
TRAINING
STANDARDS AND
METHODOLOGIES
Project management standards and methodologies discussed
and addressed in the training.
Project Management Institute (PMI) UK Office of Government Commerce (OGC)
PMBOK Guide PRINCE2 (Projects in Controlled Environments) —
PMI Practice Standard for Estimating — MSP (Managing Successful Programmes) —
PMI Practice Standard for Earned Value Management — M_O_R (Management of Risks) —
PMI Practice Standard for Configuration P3M3 (Portfolio, Programme, and Project
— —
Management Management Maturity Model)
PMI Practice Standard for Risk Management — P3O (Portfolio, Programme and Project Offices) —
PMI Practice Standard for Work Breakdown Structure — MoP (Management of Portfolios) —
PMI Practice Standard for Scheduling — MoV (Management of Value) —
PMI Standard for Portfolio Management —
Scrum Alliance
PMI Standard for Program Management —
Scrum Methodology
PMI Project Manager Development Competency
Framework
International Project Management Association (IPMA)
Organizational Project Management Maturity Model
— ICB® IPMA Competence Baseline
(OPM3®)
© Macrosolutions SA. Todos direitos reservados. 4/10

5. [
TRAINING
BASIC
PROGRAM
[
COURSE OPENING
[
NEGOTIATION IN PROJECTS
›› The negotiation process in a project environment
›› The importance of negotiation for each one who is involved
›› Determining the negotiation needs of everyone
›› Power and negotiation
›› Batna and zopa
© Macrosolutions SA. Todos direitos reservados. 5/10

6. [
TRAINING
BASIC PROGRAM
[
THE DIFFERENT TYPES OF NEGOTIATION TECHNIQUES
›› The colaborative and the competitive schools
›› The soft approach
›› The analytical approach
›› The tough approach
[
THE CULTURAL ASPECTS INVOLVED IN A NEGOTIATION PROCESS
›› Culture and rapport
›› Respecting the differences
›› Building bridges x walls
[
USING THE MBTI AS A NEGOTIATION SUPPORT TOOL
›› The Myers Briggs Type Indicator and the Jung preferences
›› Avoinding conflicts in teams using the MBTI
›› How the MBTI can be used in a negotiation
[
THE 5 STEPS TO SUCCESS IN A NEGOTIATION
›› Planning the negotiation
›› Games Theory and the negotiation
›› Exploring alternatives
›› Converting positions into concerns
[
COMPLEX NEGOTIATION
›› Complex systems
›› The Theory of Complexity
›› Exploring differences
›› Obtaing alternative deals
[
GROUP EXERCISES
›› Negotiation exercise : in pairs
›› Complex negotiation exercise with multiple stakeholders
[
COURSE CLOSE-OUT
© Macrosolutions SA. Todos direitos reservados. 6/10

7. [
TRAINING
DYNAMICS
As part of our methodology, in this course the following dynamics
will be used:
[
NEGOTIATION ‘IN PAIRS’
› A practical exercise especially developed by Ricardo Vargas to teach and emphasize the
process of negotiation between two parties, focusing directly on the collaborative negotiation
process by The Program on Negotiation at Harvard Law School.
[
NEGOTIATION ‘WITH THREE PARTIES’
› A practical exercise where three parties with different levels of authority negotiate their own
interests alone and in groups. Its objective is to practice the perception of concealed positions
in interests and the complex negotiations.
[
COMPLEX NEGOTIATION
› A practical exercise developed by Ricardo Vargas where multiple parties negotiate with
multiple conflicting interests, where traditional competitive mechanisms are not efficient
and other approaches need to be structured to ensure the success and the outcome of the
negotiation.
[
CASE STUDIES
› Ricardo Vargas and the Macrosolutions’ team have selected a relevant set of case studies and
exercises that allow the participants to associate real and fictional cases the to daily work.
› All case studies are appropriate to the nature of the client and the training audience.
[
VIDEOS SELECTION
› In order to facilitate the student learning, videos that cover various parts of movies,
commercials, home videos, etc. are used in the classroom environment to fix concepts and
associate technical issues with the reality of work and also to introduce new concepts.
› They are short videos with direct focus on specific topics, tools and cases.
© Macrosolutions SA. Todos direitos reservados. 7/10

8. [
TRAINING
EXCLUSIVE STUDENT
ACCESS AREA
In addition to the exclusive printed material,
all participants will have access to the
courseware’s electronic version, to the files
of exercises and to the work done in the
classroom.
The access is given through the restricted
site that is available and prepared by the
Macrosolutions team considering each
course that we provide. This initiative is a
pioneer in the educational market and also
anticipates trends related to the documents’
electronic management
Student Area’s on the website macrosolutions.com.br
© Macrosolutions SA. Todos direitos reservados. 8/10

9. [
TRAINING
REQUIRED
EQUIPMENT
The equipment required for the proper realization of the course is:
[ HIGH RESOLUTION PROJECTOR (1024X768)
[ SOUND SYSTEM FOR VIDEO DISPLAY
[ INTERNET ACCESS
[ VARIABLE ILLUMINATION INSIDE THE CLASSROOM
[ 01 TABLE FOR EACH GROUP OF FIVE STUDENTS
[ 01 FLIP CHART FOR EACH GROUP OF FIVE STUDENTS
© Macrosolutions SA. Todos direitos reservados. 9/10

10. [
TRAINING
FURTHER
INFORMATION
For further information about this course, please contact:
Phone: +55 31 3024-3003
Fax: +55 31 3024-3005
email: info@macrosolutions.com.br
© Macrosolutions SA. Todos direitos reservados. 10/10