How Can a Project Manager Be an Effective Negotiator?
Recent economic changes have made negotiating skills all the more important to the project manager. Bottom-line bids and proposals have driven contractors to be more aggressive in the increasingly competitive marketplace. Contractors are now challenging the client, citing scope changes, unforeseen conditions, schedule extensions, and any other reason to seek compensation—legitimate or not.
Any method of negotiation can be judged by three criteria: It should produce a wise agreement—if agreement is possible; it should be efficient; and it should improve, or at least not damage, the relationship ...
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