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	<title>PMServicesNW &#187; Negotiation</title>
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		<title>The Six Key Vulnerabilities in Negotiation</title>
		<link>http://www.pmservicesnw.com/2010/09/the-six-key-vulnerabilities-in-negotiation-2/</link>
		<comments>http://www.pmservicesnw.com/2010/09/the-six-key-vulnerabilities-in-negotiation-2/#comments</comments>
		<pubDate>Mon, 20 Sep 2010 01:56:45 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Negotiation]]></category>
		<category><![CDATA[negotiation vulnerabilities]]></category>

		<guid isPermaLink="false">http://www.pmservicesnw.com/?p=1092</guid>
		<description><![CDATA[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 says that more sick people are killed by their own fear than are killed by the disease. If a skilled negotiator smells fear in his opponent then he will quickly introduce tactics to capitalize on that fear. There are all sorts of fears that weaken your position; fear of missing out, fear of messing up, fear of looking stupid and fear of being out negotiated are some of the more common fears that make you vulnerable to the skills of an experienced negotiator. Vulnerability Number 2: Greed Nothing leads to rash decisions faster than greed. Greed allows you to be manipulated and it is the greatest ally of conmen. Most people have some degree of greed and it is important to be aware of this in yourself and manage it, and also be aware of it in your opponent and capitalize on it. [...]]]></description>
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		<title>7 Negotiation Tactics</title>
		<link>http://www.pmservicesnw.com/2010/09/7-negotiation-tactics/</link>
		<comments>http://www.pmservicesnw.com/2010/09/7-negotiation-tactics/#comments</comments>
		<pubDate>Fri, 10 Sep 2010 00:20:07 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Negotiation]]></category>
		<category><![CDATA[negotiation tactics]]></category>

		<guid isPermaLink="false">http://www.pmservicesnw.com/?p=598</guid>
		<description><![CDATA[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 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 &#169;2012 PMServicesNW. All Rights Reserved..]]></description>
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		<title>Negotiation: Know Your Opponent and Ally</title>
		<link>http://www.pmservicesnw.com/2010/09/negotiation-know-your-opponent-and-ally/</link>
		<comments>http://www.pmservicesnw.com/2010/09/negotiation-know-your-opponent-and-ally/#comments</comments>
		<pubDate>Wed, 08 Sep 2010 23:58:18 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Negotiation]]></category>
		<category><![CDATA[Know Your Opponent and Ally]]></category>

		<guid isPermaLink="false">http://www.pmservicesnw.com/?p=596</guid>
		<description><![CDATA[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 interests? Anticipate his objections Know his tactics Know his strategy Know his goals Know his strengths Know his weaknesses Don’t let him know anything about you Know Your Ally What is your ally’s personality? What are your ally’s motivations? What will your ally gain? What will your ally lose? What are your ally’s interests? 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 &#169;2012 PMServicesNW. All Rights Reserved..]]></description>
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		<title>TILI &#8211; Take It or Leave It</title>
		<link>http://www.pmservicesnw.com/2010/09/tili-take-it-or-leave-it/</link>
		<comments>http://www.pmservicesnw.com/2010/09/tili-take-it-or-leave-it/#comments</comments>
		<pubDate>Tue, 07 Sep 2010 23:34:44 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Negotiation]]></category>
		<category><![CDATA[negotiation strategy]]></category>
		<category><![CDATA[take it or leave it]]></category>
		<category><![CDATA[TILI]]></category>

		<guid isPermaLink="false">http://www.pmservicesnw.com/?p=591</guid>
		<description><![CDATA[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 begin bargaining.  TILI – Take It or Leave It The point at which the negotiator is prepared to abandon the negotiation process 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 &#169;2012 PMServicesNW. All Rights Reserved..]]></description>
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		<title>Know Your BATNA</title>
		<link>http://www.pmservicesnw.com/2010/09/know-your-batna/</link>
		<comments>http://www.pmservicesnw.com/2010/09/know-your-batna/#comments</comments>
		<pubDate>Mon, 06 Sep 2010 23:28:28 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Negotiation]]></category>
		<category><![CDATA[BATNA]]></category>
		<category><![CDATA[best alternative to negotiated agreement]]></category>
		<category><![CDATA[negotiating skills]]></category>
		<category><![CDATA[take it or leave it]]></category>

		<guid isPermaLink="false">http://www.pmservicesnw.com/?p=588</guid>
		<description><![CDATA[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 &#169;2012 PMServicesNW. All Rights Reserved..]]></description>
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		<title>Third Party Roles in Dispute Resolution</title>
		<link>http://www.pmservicesnw.com/2010/09/third-party-roles-in-dispute-resolution/</link>
		<comments>http://www.pmservicesnw.com/2010/09/third-party-roles-in-dispute-resolution/#comments</comments>
		<pubDate>Sun, 05 Sep 2010 23:24:57 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Negotiation]]></category>
		<category><![CDATA[dispute resolution]]></category>
		<category><![CDATA[Third Party Roles in Dispute Resolution]]></category>

		<guid isPermaLink="false">http://www.pmservicesnw.com/?p=585</guid>
		<description><![CDATA[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 and conditions on the parties Third-Party Attributes Assists parties to work through the issues Controls his/her emotions Must be neutral Is relentless, courageous and strong Requires impartiality 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 &#169;2012 PMServicesNW. All Rights Reserved..]]></description>
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		<title>Creative Dispute Solver</title>
		<link>http://www.pmservicesnw.com/2010/09/creative-dispute-solver/</link>
		<comments>http://www.pmservicesnw.com/2010/09/creative-dispute-solver/#comments</comments>
		<pubDate>Sat, 04 Sep 2010 23:13:57 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Negotiation]]></category>
		<category><![CDATA[Teams]]></category>
		<category><![CDATA[Tools]]></category>
		<category><![CDATA[creative dispute solver]]></category>
		<category><![CDATA[problem solver]]></category>

		<guid isPermaLink="false">http://www.pmservicesnw.com/?p=582</guid>
		<description><![CDATA[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 certified project manager with over 2o years experience planning and managing technology projects.   Contact Ray at wwwpmservicesnw.com Article source: www.pmservicesnw.com &#169;2012 PMServicesNW. All Rights Reserved..]]></description>
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		<title>10 Conflict Resolution Strategies</title>
		<link>http://www.pmservicesnw.com/2010/09/10-conflict-resolution-strategies/</link>
		<comments>http://www.pmservicesnw.com/2010/09/10-conflict-resolution-strategies/#comments</comments>
		<pubDate>Fri, 03 Sep 2010 23:08:54 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Negotiation]]></category>
		<category><![CDATA[Teams]]></category>
		<category><![CDATA[conflict resolution]]></category>
		<category><![CDATA[conflict resolution strategies]]></category>

		<guid isPermaLink="false">http://www.pmservicesnw.com/?p=578</guid>
		<description><![CDATA[By: Ray Myers, Jr., PMP Does your project team have difficulties getting along?  There are at least 10 ways to resolve conflict.  Here&#8217;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 that satisfies all parties to some degree. This can be called the win-win approach. Confrontation: this approach focuses on identifying the underlying problem and choosing solutions that allows the involved parties to work through the disagreement. Smoothing: de-emphasizes the differences between the points of view and focuses on commonalities. Withdrawal: involves avoiding or retreating from the conflict or potential conflict and allows the involved parties to work out the conflict on their own. Force: requires one of the parties to yield to the point of view of another.  It is called the win-lose approach and can increase conflict. Conciliation: intervention by a third party who has no power to compel the opposing parties to reach an agreement.  Relies on persuasion. Mediation: an informal, but structured negotiation with an independent and neutral third party, the mediator, facilitating the process. Arbitration: a neutral third party [...]]]></description>
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