Negotiation and Project Management
|Author:||Roger Fisher, William L. Ury|
One of the primary tasks of a project manager is to negotiate—negotiate scope, negotiate for resources, negotiate for money, negotiate end dates, etc.—there is almost nothing that a project manager has as a give. Even in your personal life, negotiation skills are essential for dealing with everything from your kids' bedtime, to the price of your next car. Understanding the art and science of negotiation is critical. This book, especially in conjunction with one of our classes, is a great way to get you down the road to improving you negotiation skills. Don't be fooled though, negotiation takes practice.
Although this book it out of print, it has a wonderful and easy to use "checklist" to prep up for a negotiation. It is a great follow-on read to Getting to Yes! and talks heavily about the process of negotiation.
Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. In Strategic Negotiation, Dietmeyer and Kaplan use a research-based approach to negotiation that assists sales professionals in reaching their own business goals, while ensuring that their customers meet budget and professional objectives as well-going beyond win-win to achieve true, measurable business value for all parties at the negotiating table. The authors use their own strategic, four-step negotiation process to teach sales professionals how to attain quantifiable value in their dealings:
Objectivity is paramount. Above all Recovery Managers need to be honest brokers. They must look at every situation (before they become issues) and determine a fair and equitable approach. Allegiance to any party on the project is certain failure. Why? Recovery Managers are mediators in a negotiation process. Only fair and objective treatment of the project team, suppliers and customer will allow the recovery manager to reach an acceptable recovery goal.
Walking onto any troubled project, guess what I hear? We are spending too much money, we cannot miss the due date, we need everything we are asking for, and it is "their" fault. My job is telling them the bad news—we need more money, we are cutting scope, and the project is still going to be late. Those are the unavoidable facts and the stakeholders need to accept them. Worse than that, I am not going to blame anyone. Blame is counterproductive. So, how does this compare to the situation with the United States Congress? In short, they do not get it. They need an apolitical, outside entity to build the recovery plan—just like we do anytime we are recovering any project.