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The Complete Project Manager's Toolkit by Alfonso Bucero, Randall Englund

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Chapter

7   

NEGOTIATING SKILLS

TOOLSET: BEST PRACTICES FOR THE NEGOTIATING LIFE CYCLE

Negotiating is one of the daily tasks of the complete project manager. Apply the following best practices as you work through the negotiating life cycle.

What To Do How To Do It
Decide to negotiate

• Find out what the issue is

• Define the problem

• Decide whether you need to negotiate, dominate, acquiesce, or avoid

Prepare

• Try to understand the problem, then define the goals you want to achieve

• Build the necessary relationships to negotiate

• Understand who is involved and their roles

• Research discipline, industry, or customary standards

• Define ...

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