Negotiation Strategies

About the Program

This module is part of the Certificate in Complex Project & Procurement Leadership and may be taken as part of the certificate program or on a stand-alone basis. Please visit the main page for the Certificate in Complex Project & Procurement Leadership for more information.

Negotiation skills are essential for leaders to deal effectively with multi-party decision making and conflict in all aspects of complex project management. Participants will learn the requisite knowledge, skills and reflective abilities to identify potential sources of conflict and design dispute resolution systems that will lead to successful collaborations. The module will cover negotiating for results (with a particular focus on the interest-based approach to negotiations), effective management of emotions in negotiations, and influence skills in group environments with multiple approval layers.

Who Should Attend?

The program is designed for:

• program and project managers
• procurement managers
• supply chain managers
• military project directors
• portfolio managers
• key advisors in both government and industry organizations

This program is relevant for Canadian public sector employees and for the employees of industry suppliers and partners that work with public sector departments and agencies.

What You Will Learn

• The Interest-Based approach to negotiation
• Project Stakeholder Mapping

Program Takeaways

• How to effectively strategize and carry out the negotiation of elements associated with complex projects in a way that builds and maintains important professional relationships
• How to identify and influence the broad range of stakeholders associated with complex project implementation
• How to use a broad range of conflict management approaches to ensure that complex projects effectively move forward in keeping with declared performance criteria

Facilitators

Susie Maloney

Facilitator

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Susie Maloney

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Facilitator

Susie Maloney is a Professional Negotiator, Negotiation Architect/Strategist and a Negotiating and Influencing Trainer. She has worked both the front lines and behind the scenes for very high-stakes negotiations for corporates, multi-nationals, and governments.

Known for keen inter-personal skills and emotional awareness, she is highly sought after by clients from around the world. She provides negotiation strategy preparation, training and consulting, executive team leadership/special advisorship, and training design.

Special focuses: Tactical Empathy and Neurogotiation; applying human behavior principles to strategic persuasion to get the Other Party to meet you at your preferred Outcome. She also loves the study of transferring and application of sport and sport psychology to the business world.

She is a frequent Lecturer and Adjunct Professor at the Business School level and sits on the Judge’s Panel at the Halloum Negotiation Competition in Berkeley, California.

Susie lives with her husband and two children in San Francisco, California.

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