Sometimes the best way to understand the value of Power Skills is through real-world examples. Negotiation, often thought of as a soft skill, is a Power Skill that determines whether conflicts escalate or resolve productively. This case study explores how negotiation training helped a large Australian project overcome major hurdles and succeed.

The project background

A large state-based transport initiative in Australia brought together multiple vendors, government departments, and community groups. With competing priorities, conflict was frequent. Delays threatened timelines and budgets.

The challenge

Key issues included:

• Vendors competing for resources.
• Departments pushing conflicting agendas.
• Community stakeholders resisting changes.
  Project managers lacked the skills to bring these groups into alignment.

The intervention: negotiation training

The organisation engaged PM-Partners to deliver targeted negotiation training. Participants learned to:

• Distinguish interests from positions.
• Use active listening to uncover hidden concerns.
• Reframe conflicts around shared objectives.
• Build trust through transparent communication.

The results

• Reduced conflict: Disputes between vendors decreased significantly.
• Improved adoption: Community stakeholders reported greater trust in project leaders.
• On-time delivery: The project met its critical milestones after months of delay.
• Stronger partnerships: Relationships across departments improved, creating a foundation for future collaboration.

Lessons learned

1. Negotiation is a learnable Power Skill: Training transformed how managers approached conflict.
2. Collaboration replaces confrontation: When professionals focus on shared goals, win-win outcomes emerge.
3. Stakeholder trust grows with transparency: Open communication builds long-term support.

FAQs

Q: Why use negotiation training in projects?
Because project success often depends on alignment between stakeholders with different agendas.

Q: Can training really change entrenched behaviours?
Yes. With practice, even long-standing conflicts can be reframed.

Q: Is negotiation only for high-stakes deals?
No. It’s relevant to everyday project discussions.

Conclusion

This case study shows that negotiation is not a soft extra but a Power Skill that determines project outcomes. With training, teams can replace conflict with collaboration, secure stakeholder buy-in, and deliver results.

👉 Explore our negotiation courses to see how training can transform your projects.