I just finished a white paper on Project Negotiation that's worth 
the read for project managers (fyi - it's also available as PDF). Author Neville Turbit discusses how to get into "Negotiation Mode", asserting that "Projects are full of negotiation." Indeed they are - and at every corner you find yourself in the midst of give-and-takes and, often, stubborn negotiating partners. You need to master the art of compromising, without "giving" what you need for your project, and use tact and diplomacy to your benefit to have productive and successful negotiations.
There are some interesting insights in the article, here are Five tips I gleaned from Project Negotiation:
- Set Goals For Negotiation
Before you start a negotiation, understand what you want to achieve. This is different to how you want to get there... - Consider What You Can Trade Off
Many skilled negotiators add things they don’t want in order to trade them off... - Making Concessions
Never give something away for nothing... - Getting People to the Table
Sometimes the hard part is to get people negotiating... - Considerations During Closing
A. Impatience
People just want it to stop. We are at a 49.5% to 50.5% position. Can we just swing that last half a percent?...
B. Close and Open
Everything is agreed, and then as people sit around and talk about things, something else comes up. Suddenly the negotiations are reopened...
C. The Wrong Negotiator
You reach an agreement, and then find that the negotiator has to go back to his boss to confirm agreement. The negotiation is not complete. It is just moving to a different level...
D. Employ a Negotiator
There is much to be gained by having a skilled negotiator in your team...
E. Who is the Better Negotiator
If you think about it, you might negotiate one or two or three major purchases in a year. The vendor probably negotiated dozens. Who is likely to be the more experienced? The answer is obvious...
Turbit closes the article with this:
Negotiation is a skill that needs to be learned. To some it comes more naturally than others. When large sums are involved, a skilled negotiator can end up paying for their cost many times over. At least get yourself a book on negotiation and go into the negotiation with your eyes wide open.
And that is the biggest take-away from the white paper. If you're not comfortable (some would say "quite skilled") with the art of negotiation, you need to get your learning on! Project Negotiation is a great place to start. negotiation, Project Management, Project Negotiation, Negotiating
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