Seal the deal

Article Leadership 1 June 2008

PM Network

Ellis, Libby

How to cite this article:

Ellis, L. (2008). Seal the deal. PM Network, 22(6), 64–67.
Negotiating is a skill that project managers must develop to ensure that they get what they want and need and to ensure that their clients, stakeholders, and team members walk away from the table feeling satisfied with the outcome. This article explains how project managers can prepare themselves for project negotiations, identifying what they need to know before they sit down at the negotiating table and how they can develop their negotiating skills and understand the perspectives of others. In doing so, it discusses techniques for developing negotiation skills. It then describes the general process and goal of negotiating in four regions--North America and Europe, the Middle East, China, and India. Accompanying this article is a sidebar looking at the process of conducting negotiations via telephone or e-mail, listing four disadvantages of doing so and four practices that will help such negotiations run smoothly.
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