The Negotiation Skill Gap: What Internal Project Managers Miss From Project Business Practice” is a 90-minute webinar for internal project managers, program managers, PMO leads, and delivery leads. Internal PMs rarely negotiate contracts directly, so they often miss the negotiation and relationship-management skills that Project Business Foundation (PBF) practice treats as standard. The course reframes negotiation as a delivery skill rather than a procurement task, walks through core negotiation concepts, hands participants editable planning tools, and puts everything into practice through a live case study and role-play exercise built around a CRM migration project.

*** Learning objectives ***

By the end of the course, participants will be able to:

Explain the gap between PMI-PMP delivery practice and Project Business Foundation practice, and recognize where that gap shows up in day-to-day project work.
Apply core negotiation concepts, including BATNA, WATNA, distributive vs integrative negotiation, and positions vs interests, to real stakeholder and vendor conversations.
Use a negotiation plan template and a relationship scorecard to prepare for negotiations and track relationship health over time.
Run a structured negotiation, using the role-play scenarios and a scoring rubric to build and assess these skills firsthand.
Identify KPIs (schedule variance, change order counts, escalations, stakeholder satisfaction) to measure the impact of stronger negotiation practice.
Build a personal 30/60/90-day plan to apply these skills on an active project.