Negotiation Skills for Project Professionals

Learn essential and advanced tools for negotiating with key stakeholders and Project Procurement Management.


Today’s ever-evolving global economy requires organizations to “do more with less.” As a result, organizations often have to look outside their own team or organization to source project delivery resources. This could be working with different functional or resource managers within the organization or collaborating with outside vendors, partners or providers. To be successful in this arena, project team members need to be better skilled in negotiations as well as procurement and sources processes.

Negotiation Skills for Project Professionals is a three-day, instructor-led, training class designed to introduce participants to the essentials and advanced tools associated with negotiating with key stakeholders and the Project Procurement Management knowledge area.


The course will benefit project managers, team members, functional managers, and other key project stakeholders in any industry who work with other departmental resources or outside providers (vendors, contractors, consultants).

Prerequisites: Project Management Fundamentals, Leadership Skills for the Project Professional, Scope, Schedule, and Cost Control

Recommended Follow on Courses: PMP Certification Exam Preparation, Project Risk Management, Project Portfolio Management, Earned Value Management, Advanced and Applied Project Management


3 days


The course structure effectively combines lecture and discussion with hands-on application of useful planning, executing, monitoring and controlling, and closing processes in the domain of project procurement management.

Topic areas include:

  • Basics of Negotiations
  • Types of Negotiations
  • Conflict Resolution
  • Negotiation Tactics
  • Problem or Opportunity Definition
  • Decision Making
  • Legal Definitions and Terminology
  • Procurement Planning
  • Make or Buy Analysis
  • Types of Contracts
  • Vendor Selection Criteria
  • Procurement Documents
  • Conducting Procurements
  • Virtual Teams
  • Managing Procurements
  • Closing Contracts