Course Description:

This Negotiation Skills for IT course is designed to provide students with knowledge of important negotiation styles, keys to successful negotiation, how to deal with difficult negotiation tactics, and other related topics.

This class is a component of the IT Management and Leadership Professional Certification. (ITMLE^©)

Course Objectives:

Upon completion of the Negotiation Skills for IT course, students will be able to:

• Negotiate effectively with business users
• Negotiate effectively with vendors
• Negotiate effectively as leader of or member of a project development team 

Audience:

• IT professionals who wish to work toward a formal certification
• IT individual contributors with career goals in supervising/management/senior leadership
• IT team leads or soon-to-be team leads
• IT supervisors or soon-to-be supervisors
• Newer IT managers or soon-to-be managers
• Experienced IT managers desiring a reputation for superior “technical people” management skills and to build their “brand” 

Prerequisites:

• None 

Duration:

  ½ day, full day and customized full-day formats available.

Course Topics:

I.              Important concept

a.    Win-Win, Win-Lose, and Lose-win

b.    Distributive vs. Integrative negotiation

c.    Competitive vs. Cooperative negotiation

d.    Needs vs. Wants

e.    and more …

II.            Negotiation preparations

a.    Understand want you’re negotiating

b.    Know your objectives

c.    Know your bottom line

d.    Know your ability to walk away

e.    and many more …

III.           Negotiation strategies

a.    Look for mutual gain

b.    Invent creative options

c.    Negotiate problem not person

d.    Trade effectively

e.    and more …

IV.          Handling difficult tactics-advantages/disadvantages of…

a.    Threats

b.    Withdrawal

c.    Pressure for quick decision

d.    Nibbling

e.    Cries poor

f.     and more

V.           Food For Thought

a.    Your business user wants to increase project scope. How do you handle?

b.    Software developer wants three servers but data center insists on only one.  How to you achieve closure?

c.    You need to take vacation during year-end processing for family event.  How do you negotiate this with your boss.