From the course: Change Management for Projects
Negotiation skills
- Project managers need to be master negotiators because you will always be negotiating for something, resources, time, and support for the project to name a few. Frequently you'll find yourself carrying out informal negotiation for those items, or conducting a formal negotiation for things such as a contract for the third party supplier. Well, regardless of which type, successful negotiation generally follows a number of steps. The first is for both parties to realize that negotiation is needed. Once both parties agree negotiation is required, they will prepare for the negotiation. This involves each party considering what they want from the negotiation and what their bottom line is. At a specified time and place, the parties will now meet to discuss and agree on a way forward. It's important that during the negotiation there are some offers and counteroffers made, and agreement on certain points are reached. And when agreement has been reached, it'll need to be formalized and documented. A final step of the negotiation process is to review the agreement and make sure it's being followed. As you might imagine, things can go wrong even after a mutual agreement is met, so staying on top of things following a negotiation can be just as important as the negotiation itself. Remember, not all negotiations will run smoothly. There are many situations that can occur when negotiating, and not all outcomes are as favorable as others. If you're following these four steps however, you'll improve your chances of a successful negotiation.
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