Internal Corporate Negotiations in IT (workshop)

The workshop is designed for project managers, business and systems analysts who want to learn how to align deadlines, budgets, and requirements without stress. Using real-life cases from the Russian IT environment, attendants will learn negotiation tools: BATNA (Best Alternative to a Negotiated Agreement), ZOPA (Zone of Possible Agreement), and learn to replace confrontational “no” and “but” with collaborative “and”.

The programme includes three modules:

1. Negotiation scripts — how to ask questions about stakeholders’ interests and formalise agreements.

2. Expectation management — techniques to turn requirements into workable solutions (“You’d like to speed up delivery, and to make that happen we’ll need…”).

3. Complex scenarios — handling budget cuts, management pressure, and sudden shifts in priorities.

Practical part includes:

• Role-playing exercises (e.g. analyst vs. finance, manager vs. marketing).

• Group work on reframing objections.

• Arguments against skipping critical stages (e.g., testing).