Course Details

Negotiation and Conflict Management in High-Stakes Projects Training Course: Advanced techniques for resolving complex disagreements.

Introduction

Navigate the turbulent waters of high-stakes project conflicts and master the art of strategic negotiation with our "Negotiation and Conflict Management in High-Stakes Projects" training course. In critical projects where the margin for error is slim and outcomes have significant organizational impact, effective conflict resolution and expert negotiation are not just skills – they are survival tools. This intensive 10-day program equips project professionals with advanced psychological insights, sophisticated negotiation tactics, and proven conflict de-escalation strategies. Learn to transform contention into collaboration, secure favorable agreements, and safeguard project success by expertly managing complex disagreements, ensuring your most vital initiatives remain on track.

Duration

10 Days

Target Audience

This course is essential for experienced project managers, program managers, PMO directors, contract managers, procurement specialists, senior business analysts, project sponsors, and any leader frequently involved in complex, high-stakes negotiations or managing significant conflicts within projects. It is particularly beneficial for those in:

• Large-scale, strategic, or mission-critical projects.
• Environments with multiple stakeholders, competing priorities, or limited resources.
• Roles requiring frequent interaction with external vendors, clients, or regulatory bodies.
• Industries characterized by high risk, significant financial investment, or complex legal frameworks.
• Professionals seeking to enhance their strategic communication, influence, and problem-solving abilities.

Course Objectives

Upon successful completion of the "Negotiation and Conflict Management in High-Stakes Projects" training course, participants will be able to:

• Understand the advanced psychology of negotiation and conflict, including cognitive biases and emotional intelligence.
• Develop sophisticated negotiation strategies for achieving optimal outcomes in high-stakes project scenarios.
• Master techniques for identifying the root causes of complex project conflicts and de-escalating tensions.
• Apply various conflict resolution styles and mediation approaches effectively.
• Leverage influence, persuasion, and principled negotiation to build consensus and gain buy-in.
• Prepare comprehensively for high-stakes negotiations, including BATNA, WATNA, and ZOPA analysis.
• Navigate power dynamics and leverage non-verbal communication in negotiation settings.
• Develop resilience and maintain composure under pressure during heated discussions.
• Implement strategies for building and maintaining long-term collaborative relationships despite disagreements.
• Formulate a comprehensive action plan for applying advanced negotiation and conflict management techniques to their specific project challenges.

Course Modules

Module 1: The Psychology of High-Stakes Negotiation & Conflict

• Understanding the human element: Cognitive biases (e.g., framing, anchoring, confirmation), emotional responses.
• The neurobiology of conflict: Fight-or-flight response, amygdala hijack.
• Emotional intelligence in negotiation: Self-awareness, self-regulation, empathy, social skills.
• The role of perception, trust, and reputation in negotiation outcomes.
• Case studies of psychological dynamics in real-world high-stakes project conflicts.

Module 2: Advanced Negotiation Strategy and Preparation

• BATNA (Best Alternative to a Negotiated Agreement) and WATNA (Worst Alternative to a Negotiated Agreement): Comprehensive analysis.
• ZOPA (Zone of Possible Agreement): Identifying the bargaining range.
• Value creation vs. value claiming: Expanding the pie before dividing it.
• Positional vs. Principled Negotiation (Harvard Model): Focusing on interests, not positions.
• Detailed preparation checklists for complex project negotiations (e.g., contracts, scope changes, resource disputes).

Module 3: Influencing and Persuading for Project Outcomes

• Advanced principles of persuasion (Cialdini revisited): Liking, Reciprocity, Social Proof, Authority, Scarcity, Consistency.
• Ethical persuasion: Building lasting relationships, not just winning arguments.
• Framing techniques: Presenting options to maximize perceived value.
• The power of questions: Uncovering hidden interests, diffusing tension.
• Building a compelling narrative for your project proposals.

Module 4: De-escalating and Resolving Project Conflicts

• Identifying the root causes of conflict: Communication breakdown, conflicting goals, resource scarcity, personality clashes.
• Early warning signs of escalating conflict in projects.
• Active listening techniques for deep understanding and empathy.
• De-escalation strategies: Diffusing anger, reframing issues, finding common ground.
• Mediating disputes between project team members or stakeholders.

Module 5: Negotiation Tactics and Counter-Tactics

• Common negotiation tactics: Good cop/bad cop, limited authority, Flinch, Bogey.
• Strategies for recognizing and responding to deceptive or manipulative tactics.
• The art of silence and strategic pauses.
• Managing information asymmetry: What to reveal and what to hold back.
• Practice scenarios: Responding to aggressive or unreasonable demands.

Module 6: Power Dynamics and Leverage in Project Negotiations

• Understanding sources of power: Positional, expert, referent, coercive, reward.
• Assessing your own leverage and that of the other party.
• Strategies for increasing your perceived or actual leverage.
• Navigating power imbalances: How to negotiate effectively from a position of less authority.
• Ethical considerations of power in negotiation.

Module 7: Cross-Cultural Negotiation in Global Projects

• Understanding cultural dimensions impacting negotiation (e.g., high/low context, individualism/collectivism, time orientation).
• Adapting negotiation styles for different cultural norms.
• Building rapport and trust across cultural divides.
• Non-verbal communication nuances in international settings.
• Case studies of cross-cultural negotiation successes and failures in projects.

Module 8: Negotiating with Difficult Stakeholders

• Identifying truly "difficult" behavior vs. legitimate concerns.
• Strategies for dealing with overly aggressive, passive-aggressive, or indecisive individuals.
• Knowing when to walk away (and having the BATNA to do so).
• The role of third-party intervention (e.g., project sponsor, mediator).
• Maintaining professional relationships despite intense disagreements.

Module 9: High-Stakes Negotiation Simulations & Feedback

• Intensive simulation exercises reflecting real-world project scenarios (e.g., contract renegotiation, critical resource disputes, project recovery).
• Participants engage in simulated negotiations with immediate peer and instructor feedback.
• Video analysis of negotiation performance for self-reflection and improvement.
• Debriefing sessions to dissect strategies, tactics, and outcomes.
• Developing a personal negotiation "playbook."

Module 10: Building a Conflict-Resilient Project Culture & Action Plan

• Fostering a project environment where healthy conflict leads to innovation.
• Establishing clear conflict resolution processes for project teams.
• Training and empowering project team members in basic conflict management.
• Integrating negotiation skills into project initiation and planning.
• Personalized action plan: Identifying a current or upcoming high-stakes project negotiation or conflict and outlining a detailed strategy.

CERTIFICATION

• Upon successful completion of this training, participants will be issued with Macskills Training and Development Institute Certificate

TRAINING VENUE

• Training will be held at Macskills Training Centre. We also tailor make the training upon request at different locations across the world.

AIRPORT PICK UP AND ACCOMMODATION

• Airport pick up and accommodation is arranged upon request

TERMS OF PAYMENT

Payment should be made to Macskills Development Institute bank account before the start of the training and receipts sent to info@macskillsdevelopment.com