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…
Category: Negotiation
Negotiation Framework: Mutual Gain and Objective Criteria
I have to say that this may be the simplest and yet one of the most powerful negotiation framework out there. I have done some reading on the subject in the last few weeks and I have ended up to the conclusion that Fisher and Ury have something in this 4 step approach that has…
Negotiating – Uncovering It’s Secrets
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
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…
Negotiation Framework: 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…