Austria: Effective Negotiations in Projects and Procurement

This course is for staff members working in the procurement environment, who are new to negotiations and would like to be well-prepared before embarking into this field. Staff, who are already conducing negotiations but have never had any formal negotiation training, will also find this course educating. The course content and tools provided can be applied to negotiations with both internal and external partners. Requisitioners, technical experts, programme and project staff will also find this course valuable.

By the end of the programme, participants will be able to:
• Identify the negotiation objectives
• Develop and prepare a negotiation plan and strategy
• Understand the different components of the negotiation process
• Establish a positive and constructive atmosphere at the negotiation table
• Understand the essential skills necessary to be a successful negotiator
• Identify your own strengths and weaknesses at the negotiation table
• Understand and appreciate the impact different cultural backgrounds can have on verbal and non-verbal communication
• Enhance your negotiation skills through role-plays and by applying best practices

Topics:

Defining negotiation and negotiation skills
Characteristics of the negotiation cycle in projects and procurement
Negotiation and supply positioning
Preparing the negotiation process
Assessing and understanding your own negotiation skills
Choosing your negotiation team
Developing a negotiation strategy
The different stages of negotiation
Win/Loose vs. Win/Win negotiations
Distributive versus integrative negotiations
Typical tactics and ploys
Bargaining and persuasion techniques
Trading and compromising
Closing of negotiations and readying the agreement for implementation
Intercultural factors
Dealing with conflict
Monitoring implementation
Role plays and behaviour rehearsal
Linking theory and practise

Course Fee: $1575 USD

Participants are responsible for cost of own airfare and hotel accommodations.

http://www.training.undp.dk/registration?itemId=Course:403