Negotiating successfully
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| − | Negotiation is a complex interaction between two or more individuals. Having a good set of negotiation skills is most central to 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 the wanted output as the project manager often need to maintain a positive relationship with the counterpart. Moreover, the success of the project partly is a subjective evaluation off the stakeholders involved and that is why accomplishing mutually acceptable solutions is important. The ability to negotiate is a vital prerequisite when striving towards success. This article will provide recommendations to project managers wanting to improve his or hers negotiation skills. | + | Negotiation is a complex interaction between two or more individuals. Having a good set of negotiation skills is most central to 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 the wanted output as the project manager often need to maintain a positive relationship with the counterpart<ref name="PMBOK">. Moreover, the success of the project partly is a subjective evaluation off the stakeholders involved and that is why accomplishing mutually acceptable solutions is important. The ability to negotiate is a vital prerequisite when striving towards success. This article will provide recommendations to project managers wanting to improve his or hers negotiation skills. |
Confrontation is common occurrence in negotiation but often best avoided as the project will come to an end and as a project manager you may need to maintain good business relationships for later projects.The successful negotiator has a high degree of self-awareness and is always well prepared. Moreover, having a good set of arguments is not sufficient to accomplish what you want from a negotiation. It is important to have an understanding of the opponents priorities, and intellectually manage any emotions surfacing as the negotiation plays out. The best way to uncover any hidden agendas the counterpart may have is by building a trusting relationship during the negotiation. This is done through listening to what your opponents interests are and by noticing nonverbal communication. Should the negotiation head towards an impasse you may have to reject the offer and apply the Best Alternative to negotiated Agreement, BATNA. | Confrontation is common occurrence in negotiation but often best avoided as the project will come to an end and as a project manager you may need to maintain good business relationships for later projects.The successful negotiator has a high degree of self-awareness and is always well prepared. Moreover, having a good set of arguments is not sufficient to accomplish what you want from a negotiation. It is important to have an understanding of the opponents priorities, and intellectually manage any emotions surfacing as the negotiation plays out. The best way to uncover any hidden agendas the counterpart may have is by building a trusting relationship during the negotiation. This is done through listening to what your opponents interests are and by noticing nonverbal communication. Should the negotiation head towards an impasse you may have to reject the offer and apply the Best Alternative to negotiated Agreement, BATNA. | ||
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| − | <ref name="PMBOK"> | + | <ref name="PMBOK"> Project Management Institute, "A guide to the project management body of knowledge: PMBOK Guide", ''Project Management Institute'', (2000):.</ref> |
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Revision as of 23:25, 26 February 2018
Negotiation is a complex interaction between two or more individuals. Having a good set of negotiation skills is most central to 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 the wanted output as the project manager often need to maintain a positive relationship with the counterpartCite error: Closing </ref> missing for <ref> tag
