Negotiation
The Six Key Vulnerabilities in Negotiation
Negotiation is a mental and emotional game. Much of the result is dependent on the emotional strengths and vulnerabilities of the parties and, of course, their skills at capitalizing on these strengths and vulnerabilities. I will discuss six key vulnerabilities to be aware of in negotiation. Vulnerability Number 1: Fear There is an old Chinese proverb that... »
7 Negotiation Tactics
By: Ray Myers, Jr., PMP Here are 7 common negotiation tactics you should know. Learn to recognize these tactics so you know when they are being used on you. Carrot and stick Good guy / bad guy “I’m going to walk away” This is extremely powerful, and may force concessions Hardball Highball / lowball Intimidation Aggressive behavior About the Author: Ray Myers, Jr. is... »
Negotiation: Know Your Opponent and Ally
By: Ray Myers, Jr., PMP You can never have enough information about your friends or foes, especially when negotiating. Here’s some things to learn about your opponent and your ally before you begin negotiations. Know Your Opponent What is your opponent’s personality? What are your opponent’s motivations? What will your opponent gain? What will your opponent lose? What are your opponent’s... »
TILI – Take It or Leave It
By: Ray Myers, Jr., PMP Negotiation is a practiced art, but, sometimes your best efforts are not enough and you should be prepared to walk away from the negotiation table. There are 4 basic steps to negotiation: preparation, opening, bargaining, and closing. You should always determine your TILI during your preparation or at least before you... »
Know Your BATNA
By: Ray Myers, Jr., PMP When negotiating, you should always know your BATNA, Best Alternative To a Negotiated Agreement. Know your BATNA Improve your BATNA Estimate your opponents BATNA About the Author: Ray Myers, Jr. is a PMP certified project manager with over 2o years experience planning and managing technology projects. Contact Ray at wwwpmservicesnw.com Article source: www.pmservicesnw.com »
Third Party Roles in Dispute Resolution
By: Ray Myers, Jr., PMP Sometimes it is necessary to seek assistance from a third-party to help resolve a dispute. Here are some common roles that are played by third parties: Mediator Seeks a win-win solution Facilitator Uses procedures and processes guide interactions Observer Offers objective understanding of positions Arbitrator Has authority to decide the settlement of the conflict Enforcer Has power to impose settlement... »
Creative Dispute Solver
By: Ray Myers, Jr., PMP Here is a simple and creative dispute solver: Initiate a discussion between the parties Use appropriate timing Be private Choose a conducive environment Respect individual differences Empathize with all parties Separate facts from feelings Define central issue Agree on common solution Resolving a dispute isn’t easy. Patience and perseverance are essential ingredients. About the Author: Ray Myers, Jr. is a PMP... »
10 Conflict Resolution Strategies
By: Ray Myers, Jr., PMP Does your project team have difficulties getting along? There are at least 10 ways to resolve conflict. Here’s a brief summary: Avoidance: it is possible to avoid conflict without resolving the underlying dispute. The parties may agree to disagree and that no further action is required. Compromise: involves working out a middle ground... »
