P-20 - The Art of Negotiation, Persuasion, and Influence in PPPs


Online Learning



Course Description

Effective negotiation is a critical skill to acquire when dealing with colleagues and clients for an increasingly broad range of professionals involved in public-private partnerships (PPPs).

This course provides a comprehensive introduction to negotiation, interpersonal effectiveness, and organizational conflict resolution in the PPP negotiation process. You will learn practical negotiation techniques and strategies to plan your negotiations to give you the greatest chance of success.

We will explore various types of negotiations, including integrative (win/win approach), distributive (win/lose approach), and various iterations of these two extremes. While covering the principles, preparation, and practice of negotiating skills, this course combines theory with practical activities and scenarios to help make your negotiations successful.

Through live webinar presentations with Q&A, virtual discussions, hands-on exercises, and self-paced learning, participants will gain knowledge and skills that will enable them to negotiate PPPs successfully. Participants will learn and apply negotiation terminology, processes, and resolution techniques.

Learning Outcomes

Through successful completion of this course, participants will be able to:

  • Plan and prepare their negotiations effectively
  • Identify their negotiation style to help them improve their probability of success
  • Use techniques of persuasion and communication to help their negotiation process
  • Adapt their negotiation style to the context of a given PPP situation
  • Apply the Harvard Negotiation Method through engaged role-play

Who Will Benefit

This course is designed to introduce the basic skills of negotiation. It is suitable for anyone who negotiates with suppliers, partners, customers, or colleagues.

  • Staff from national, provincial, federal, state, and municipal governments
  • Members of planning organizations and boards
  • Regulators and authorities for infrastructure utilities and public services
  • Legal, financial, construction and engineering professionals
  • Staff of international donor organizations