Negotiation For Project Managers Part 3: Experiences From the Real World

  Governance  

Welcome to the third article in the three-part series on negotiation and project management. First off, thanks to all the readers who have offered some very generous and kind feedback. Thank you also for the points to ponder that came out of the many e-mails that I received. I hope you continue to derive value from this series as we now move to the third and concluding part.

In Part 1 and Part 2, we discussed the basic tenets of negotiation and covered some process ground by discussing five strategies that project managers could use to become better negotiators, leading to more successful outcomes for the project, the team and for themselves.

This concluding part covers practical negotiation tips and strategies from a practitioner of the art--you will be reading tips on what works and what does not. These experiences will be delivered from the perspective of Miguel Vega(1), a leading Boston-based attorney who will share his practical suggestions on applying some of the basics we covered in the earlier parts leading to a successful negotiation.

An Attorney's Voice: Vega's Six Rules of Negotiation

Assume competence.

Miguel's first recommendation to the project management community with respect to negotiation is never underestimate the opposite party. He says that many negotiators fail primarily because they tend to under-estimate the capability or intelligence of…

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