Macrosolutions provides the training that will empower students in the negotiation techniques subject, allowing a better understanding of the dynamics involved in the business relationships and enhancing the negotiation’s positive results.

Training content

At the end of the course the student will be able to:

  • Understand the importance of the negotiation
  • Distinguish the negotiation competitive mechanisms from the collaborative ones
  • Plan to negotiate in a competitive way
  • Create strategies to aggregate value
  • Alternate and use "hard", "soft" and "analytical" approaches
  • Understand the different cultures’ influence in the negotiation styles
  • Establish an effective rapport
  • Be familiar with the personal strengths inventory through the SDI
  • Apply the Myers Briggs Type Indicator (MBTI) and the Jung’s preferences in the negotiation
  • Understand the game theory’s influence in the negotiation
  • Convert positions into interest during the negotiation
  • Assess and understand the complex negotiations involving different levels of power and multi-stakeholders
  • Identify and manage persons and hard personalities in the negotiation

More Information

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Fact sheet

Course duration [?]
16 hours
Number of participants [?]
Minimum 20 students per class
Target audience
Executives, project managers, Departments Managers, Buyers or anyone interested in negotiations.
Language(s) [?]
Portuguese, English and Spanish.
Provided by the contractor. Worldwide attendance.
Closed classes (In Company)? [?]
Open classes? [?]
Certification and PDU [?]
All training participants will receive a participation certificate with 16 PMI's PDUs.
(PMI R.E.P. activity number: Macro013)

Teaching Methodology Top ↑

Macrosolutions had developed the market's most awarded dynamics, concerning the projects training.

In this course, the following dynamics will be used:


The courseware to be received by the students will consist of slides, articles and lists of exercises, and it may also contain the following special products by Ricardo Vargas:

  • 5 Minutes PM Videocast. Practical classes with Ricardo Vargas. DVD distributed worldwide by Microsoft that celebrates the Microsoft Project 2010 launch.

Exclusive student access area

In addition to the exclusive printed material, all participants will have access to the courseware’s electronic version, to the files of exercises and to the work done in the classroom.

The access is given through the restricted site that is available and prepared by the Macrosolutions team considering each course that we provide. This initiative is a pioneer in the educational market and also anticipates trends related to the documents’ electronic management

  • Training basic program

    ‣ Course opening
    1. Negotiation in projects +
    • The negotiation process in a project environment
    • The importance of negotiation for each one who is involved
    • Determining the negotiation needs of everyone
    • Power and negotiation
    • Batna and zopa
    2. The different types of negotiation techniques +
    • The colaborative and the competitive schools
    • The soft approach
    • The analytical approach
    • The tough approach
    3. The cultural aspects involved in a negotiation process +
    • Culture and rapport
    • Respecting the differences
    • Building bridges x walls
    4. Using the MBTI as a negotiation support tool +
    • The Myers Briggs Type Indicator and the Jung preferences
    • Avoinding conflicts in teams using the MBTI
    • How the MBTI can be used in a negotiation
    5. The 5 steps to success in a negotiation +
    • Planning the negotiation
    • Games Theory and the negotiation
    • Exploring alternatives
    • Converting positions into concerns
    6. Complex negotiation +
    • Complex systems
    • The Theory of Complexity
    • Exploring differences
    • Obtaing alternative deals
    7. Group exercises +
    • Negotiation exercise : in pairs
    • Complex negotiation exercise with multiple stakeholders
    ‣ Course close-out
  • Supported standards and methodologies

    Project Management Institute (PMI)
    PMBOK® Guide Yes
    PMI Practice Standard for Estimating
    PMI Practice Standard for Earned Value Management
    PMI Practice Standard for Configuration Management
    PMI Practice Standard for Risk Management
    PMI Practice Standard for Work Breakdown Structure
    PMI Practice Standard for Scheduling
    PMI Standard for Portfolio Management
    PMI Standard for Program Management
    PMI Project Manager Development Competency Framework Yes
    Organizational Project Management Maturity Model (OPM3)®
    UK Office of Government Commerce (OGC)
    PRINCE2 (Projects in Controlled Environments)
    MSP (Managing Successful Programmes)
    M_O_R (Management of Risks)
    P3M3 (Portfolio, Programme, and Project Management Maturity Model)
    P3O (Portfolio, Programme and Project Offices)
    MoP (Management of Portfolios)
    MoV (Management of Value)
    Scrum Alliance
    Scrum Methodology Yes
    International Project Management Association (IPMA)
    ICB® IPMA Competence Baseline Yes