Project management influencing and negotiation
Practitioner level for project, programme and change professionals seeking to strengthen their influencing, communication and negotiation capability within complex delivery environments.
Project managers, programme managers, PMO professionals, business change managers, team leaders, workstream leads, sponsors and anyone who needs to influence stakeholders, secure commitment and negotiate successfully across projects and organisational change initiatives.
One-day interactive workshop or virtual classroom, combining practical tools, facilitated discussion, real-world project scenarios and applied exercises.
Effective project delivery depends on more than plans, processes and governance. Success often hinges on the ability to influence decisions, build credibility, negotiate priorities, gain stakeholder commitment and achieve outcomes when formal authority is limited. CITI’s Project Management Influencing and Negotiation course helps project professionals develop the confidence, techniques and practical approaches needed to influence positively, navigate challenging conversations and secure successful project outcomes.
Drawing upon the CITI Beyond Method® philosophy, the course focuses on the human factors that drive project success and equips participants with the skills to build trust, strengthen relationships and achieve agreement in complex environments.
Projects are delivered through people. Whether securing resources, gaining stakeholder buy-in, resolving conflicts, influencing senior leaders or negotiating competing priorities, project professionals must regularly achieve results through persuasion rather than authority. This course explores the psychology and practice of influence, helping participants understand how credibility, trust, communication style and stakeholder relationships impact project success. Through practical examples and realistic project situations, delegates learn how to influence effectively while maintaining strong professional relationships.
Beyond Method is learning constructed using our own best practice created from our inception as a specialist university institute in 1983; fusing the expertise of Cranfield University with the interests of six major users of change management: British Aerospace, British Gas, British Petroleum, British Telecom, Cable & Wireless and Longman.
A significant amount of research and investment was made into Cranfield Information Technology Institute (shortened to CITI in 1988) to take change professionals beyond methodologies – and learn how to successfully implement change!
Participants will explore key principles of influence and persuasion, stakeholder behaviour, negotiation planning, communication strategies and conflict resolution techniques.
Topics include influencing without authority, building credibility and professional presence, understanding stakeholder motivations, collaborative and competitive negotiation approaches, negotiation planning models such as BATNA and ZOPA, handling objections, managing difficult conversations, resolving conflict constructively and achieving win-win outcomes. The course also examines how communication, emotional intelligence and relationship management contribute to successful project leadership and stakeholder engagement.
The CITI Beyond Method® approach recognises that successful projects are rarely limited by process alone. Whilst methodologies provide structure, project success is often determined by the ability to understand people, influence decisions, navigate complexity and create commitment.
Through facilitated discussions, practical exercises, project simulations and reflective learning, participants develop techniques they can immediately apply within their own environments. The learning experience focuses on real-world application, helping delegates build confidence, strengthen professional relationships and develop the influence and negotiation skills required to deliver successful project outcomes.
Ready to strengthen your presentation skills?
Discover how CITI’s Enhancing Project Management Presentation Skills course can help you communicate with confidence, engage stakeholders, influence decisions, and deliver presentations that create meaningful action and project success.
Contact us today to discuss your learning requirements or arrange a course consultation.
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