7 PDU's • Project Management • Project Mgmt. Life Cycle
Objective:
To give participants skills and techniques to successfully negotiate a range of different project issues which are critical to overall success and to develop relationships with vendors which will successfully contribute value to the overall business.
Target Audience:
Anyone involved in a project management or project lead role. Those who negotiate with vendors and contractors.
Note: While not required, Project Planning & Control is an excellent workshop to take prior to this class.
Focus:
• Successful Project Negotiations
• Understanding Vendor Contract
• Procurement Management Process
• Tools and Strategies
• Project Deliverables
The Instructor – Gary Schmitz
Gary has extensive working experience as a programmer and project manager with several New York’s elite financial institutions. He brings a thorough understanding of both mainframe and client-server environments to the classroom. Gary had consulted and taught for a wide range of organizations throughout the United States, Latin America, Asia, Europe and Canada.
What Participants have said about Gary Schmitz:
“Gary was excellent and kept the class moving with his knowledge and humor.” – Follett
“Gary was one of the best instructors I’ve ever had. He kept it interesting and engaging. Gary is very good at making his knowledge easy to understand.” – Lutheran Social Services
“Gary did a great job of keeping the class interested and participating. He really knows his subject and gave great insight.” – Insurance Auto Auctions
was exceptional.” – Integrys
Project Negotiations & Vendor Management Featured Topics
Negotiations “101”
• Why Negotiate?
• Types of Negotiations
• Negotiation v. Arbitration
• Basic Tenets
• Procurement Planning
• Solicitation Planning
• Solicitation
• Source Selection
• Vendor Management
• Contract Administration
• Contract Closeout
Planning for Upcoming Negotiations
• Aspects You Can Plan
• Identifying Goals
• Developing Objectives
• Researching the Other Party
• Analyzing Alternatives
• Choosing Your Game Plan
• Exercise: Win – Win Negotiations
• Monitoring Agreement Compliance
• Setting Up the Process
• Effective Tools
• Needed Personal
• Status Reports
• Project Documentation
Preliminary Preparation
• Choosing the Meeting Site
• Configuration and Seating
• Meeting Format
• Who Should/Should Not Be Present
• Timing of Meetings/ Agendas
During Negotiations
• Running the Meeting
• Negotiating Strategies and Tactics
• Common Pitfalls AND Recoveries
• Legal and Ethical Issues
The “End Game”
• Getting to Close
• Knowing When to Walk Away
• Documenting the Agreement
• Leaving Door Open for Next Time
Where Shared Experiences Maximize Performance