Stakeholder Engagement: Negotiating needs to actions



Negotiations are a necessary part of any project and are particularly important at the beginning of a project. It is essential that Project Managers identify the needs and expectations of the project and communicate them to all stakeholders. These negotiations can include issues such as agreeing on contracts to allocation of scarce resources within organisations. Part of that process is likely to include negotiations in formal and/or informal ways.


Course Content

This half-day programme has been designed as experiential learning using different case studies as the foundation for different negotiation needs and outcomes. It builds on several different scenarios incorporating the complexities of the new knowledge, learning and experiences of the participants.

Negotiation Styles

  • Approach for different stakeholder types
  • Three styles of negotiation
  • Negotiation strategies  

Building Rapport

  • Developing trust and safety
  • Demonstrating physical rapport building techniques
  • Creating the ‘right’ perception

Communicating with Confidence

  • Uncovering their needs and concerns with effective questioning
  • Communicating a compelling ‘why’ to gain buy-in and reduce push back.
  • Reaching agreement for actions

The Negotiation Meeting

  • Planning for the meeting
  • Identifying your BATNA (best alternative if it doesn’t go to plan)
  • Negotiating to agreement
  • Documenting agreement

Putting it all together

  • Action Planning

Learning outcomes

  • Describe and use different negotiation styles
  • Explore the differences between principled and positional negotiations
  • Use techniques to build rapport
  • Gaining agreement, consensus and commitment to action 

Course duration

Half day

Course inclusions

  • Experienced facilitator
  • Interactive, practical and hands on learning
  • Small groups for maximum impact
  • Take home resource workbook
  • Post course Coach Line
  • Post course follow up
  • Certificate of Attendance for participant


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Exclusively for Group Training

We offer closed group delivery of this course, either at our purpose built premises, at a location of your choice or online through our virtual classroom.

We understand that one size does not fit all so our team of qualified consultants and experts customise solutions for your specific needs.

We have a variety of delivery options:

  • full day
  • half day
  • BYTE sized


  • training workshops
  • conferences
  • team building
  • learning cafe's
  • PD weeks and more.


Our Client Relationship Managers can help you create your L & D calendar full of straight forward, practical and engaging upskilling for your staff.

We can help.

Simply call 08 9218 9059

or email


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