Negotiation techniques
From DTU ProjectLab
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| − | ==Abstract==
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| − | Negotiation is a complex interaction between two or more individuals. Having a good set of negotiation skills is most central a project manager both in day-to-day activities amongst the team members of the project and when interacting with project stakeholders. The negotiation skills of the project manager can be said to go beyond achieving a wanted output because the project manager often need to maintain a positive relationship with the opponent of the discussion as the success of the project can be viewed as a subjective evaluation by the stakeholders involved. Consequently, accomplishing mutually acceptable solutions is often important to the project manager.
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| − | The object of this article will be to provide a set of tools and recommendations to a project manager wanting to improve his or hers negotiation skills.
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| − | Whether it is with an underperforming team member or an important financial contributor, it is a good idea to prepare for the negotiation in advance. The amount of preparation needed is proportional to the importance of the deal and to the importance of the parties involved. A solid communication plan will help accomplish an effective negotiation, ensuring the prime goal whilst maintaining a continuous relationship with the opponent.
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| − | Should the current negotiation fail one can apply the Best Alternative To A Negotiated Agreement, BATNA, which is a set of procedures
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| − | ==Types of negotiation==
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| − | ==Managing emotions==
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| − | The effective negotiator does not underestimate the roll of emotions. In general a good advice would be to try to separate the person from the argument, but .. humans have emotions ..
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| − | ==Nonverbal communication==
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| − | ==Negotiation strategy==
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| − | win-win,
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| − | win-lose
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| − | ==Dealing with difficult people==
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| − | ==Common mistakes in negations==
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| − | intro..
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| − | A common mistake in negotiation is to over attribute intentionality. When experiencing discomfort in an argument due to comments from the opponent which hurts or upsets, a common mistake is to assume that they meant it. This causes us to retaliate, creating a downwards spiral of conflict. Trying to held back from assuming your opponent deliberately tries to upset you will be beneficial.
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Latest revision as of 08:19, 26 February 2018
