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Negotiating Skills for IT Professionals
Overview

Information technology (IT) professionals are more productive when they can negotiate effectively with customers, business users and managers, vendors, and fellow team members. This workshop explains how to use effective negotiating techniques. It describes how to plan for a negotiation, define goals and desired outcomes, prepare ideal, realistic and fallback positions, use bargaining techniques, and deal with difficult individuals and situations. The workshop also provides opportunities for refining negotiating skills through role-plays and discussions. Each topic is reinforced by exercises and activities.

Prerequisites

Preferably, participants should have attended Communication Skills for IT Professionals workshop.

Audience

IT professionals involved in both formal and informal negotiations.
Maximum number of participants: 12

Course duration

2 Days

Classroom Requirements

Room set up as horseshoe and large enough for team activities, or with break-out rooms for team activities. Overhead projector, flipcharts.

Format
  • Presentation
  • Written Exercises
  • Interactive Activities
Objectives

After this course a student should be able to

  • Differentiate between different management roles
  • Recognize different management styles
  • Set achievable and measurable goals
  • Evaluate performance and provide constructive feedback
  • Provide leadership in changing and challenging environments
  • Conduct meetings effectively
  • Encourage participation and invoke enthusiasm
Course outline
  • Introduction
  • Phases of Negotiation: Preparation
    • Context for negotiation
    • Why negotiation is successful or unsuccessful
    • Types of negotiation
    • Preparation for negotiation
  • Phases of Negotiation: The Process
    • The negotiation process
  • Negotiating Skills
    • Essential negotiating skills
    • Preparing effective questions
    • Using effective questions in negotiating
  • Follow-Through
    • Following through a negotiation
    • Follow-up action
    • Making an action plan
    • Reviewing the results of the action plan
  • Negotiation Postures
    • Negotiating types
    • Preparing postures and tactics
    • Using postures and tactics
    • Reviewing the results of using postures and tactics
  • Conclusion
    • Personal action plan

 
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16523 SW McGwire Ct.
Beaverton OR 97007
 
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