Summary
Project managers that have not had formal training, experience, or use of an organized approach to negotiating disputes usually experience an unsuccessful negotiation session. Sometimes an experienced project manager is a very successful negotiator because of self-taught techniques and past practices that have developed into a strategy that works. Today project managers do not always have the luxury of learning through past negotiations, but suddenly find themselves involved in a major contract dispute that they are ill equipped to manage and negotiate. This results in a settlement that is not in the best interest of their clients.
Do not let yourself forget that negotiations are not a debate, a trial, or a contest. Stay focused and ...
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