In my last few blog articles, I have talked about a lot of concepts for mutual gains bargaining, now it’s time prepare for your actual negotiation discussion.
The most important thing to do to prepare for a negotiation is to › Continue reading…
Tag: bargain
Tags: bargain, Communications, negotiate, Negotiation, project manager skills
In a negotiation, you create value and “expand the pie” by trading what is of little value to you for what has great value to your negotiating partners, and vice versa. The more goals that each party had indentified, the easier it is to create value in a negotiation.
Be sure not to limit yourselves to one goal. You want to avoid leaving value on the table by not recognizing opportunities to create value. › Continue reading…
In my last blog, I talked about the difference between Positions (WHAT I want) and Interests (WHY I want what I want). Understanding the difference is critical for successful negotiations. Negotiators who bargain over interests, which are based on needs, fears, desires and concerns, are more successful than those than bargain over positions. There are often many different ways to satisfy an interest, while attempting to satisfy positions usually does not offer such flexibility. › Continue reading…
As project managers, we spend a lot of our work life engaged in some type of bargaining – for resources, timelines, budgets, and definitions of success. Then we go home and start all over again – who takes the trash out, where we spend the holidays, what constitutes an acceptable math grade! These agreements are usually made by compromise, and often result in no one really being satisfied with the outcome. › Continue reading…