Negotiation Framework: Focus On The Problem

Focus on The Problem

Too often personal relations become entangled with the substantive issues under consideration. Instead of attacking the problem(s), people attack each other. Once people feel attacked or threatened their energy naturally goes to defending themselves, and they loose focus on the problem at hand. The key, then, is to focus on the problem—not the other person—during…

Negotiation Framework: Focus on Interests

Focus on Interests

Negotiations often stall when people focus on interests: I’m willing to pay $10,000. No, it will cost $15,000. I need it done by Monday. That’s impossible, we can’t have it ready until Wednesday. While such interchanges are common during preliminary negotiation discussions, managers must prevent this initial posturing from becoming polarized. When such positions are…

Training Team Members

Training Books tunnel

Many new managers believe they must know how to perform every job in their area of responsibility. It’s as though they feel that if some key person quits, they might have to get out there and personally perform the task. If you believe in that philosophy and carry it to its logical conclusion, then the…

Negotiating – Uncovering It’s Secrets

negotiating

Effective negotiating is critical to successful collaboration. All it takes is one key problem to explode to convert a sense of “we” into “us versus them.” At the same time, negotiating is pervasive through all aspects of project management work. Successful Negotiating – Requirements Project managers must negotiate support and funding from top management. They…

Negotiation – 4 Key Points To Increase Your Effectiveness

effective negotiation

The introduction to the art of negotiation can be found here. I encourage you to read that first to get the an introduction to the topic and then come back to this article. I have provided links between the two for easy navigation. Negotiation Framework Fisher and Ury from the Harvard Negotiation Project champion an…

Outsourcing Project Work: Why, How, When?

outsourcing

…being a good partner has become a key corporate asset. I call it a company’s collaborative advantage. In the global economy, a well developed ability to create and sustain fruitful collaborations gives companies a significant competitive leg up.—Rosabeth Moss Kanter, Harvard Business School professor It is rare in today’s flat world to find important projects…