Negotiating the Right Decision
As high-level decision-makers, project managers don’t usually see themselves as negotiators. That’s usually contract management’s job. Yet, in fact, successful project managers are artful negotiators. They use dissent to search for alternatives and bargain among groups and individuals with diverse, and sometimes conflicting, interests to achieve consensus and commitment. For them, negotiation is not a process of giving in or compromising in order to secure an agreement but a method of obtaining resolution of a complete problem or project.
Individuals and groups bargain with project managers all the time. The Integrated Product Development Team (IPDT) is, in its very essence, ...
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