How Negotiation Techniques Might Support the Project Manager in the Delivery of Projects

11 Pages Posted: 14 Mar 2013 Last revised: 22 Mar 2013

Date Written: March 13, 2013

Abstract

In the current organizational set up, the art of negotiations remains as one of the most important aspects in project management. Project managers are required to negotiate through a number of important issues such as costs, completion time, budget, and quality of work. From literature, two generic negotiation techniques can be identified; Positional bargaining, and Interest Based Negotiation. Positional bargaining is the approach most commonly associated with the term negotiation and refers to the set of behaviours that lead to trade offs, and compromise moves. On the other hand, principled negotiation is usually a careful ‘problem solving’ process and might be used even where the other side is determined to employ the more competitive positional bargaining. The use of either of these negotiations techniques may assist managers to deliver projects effectively and according to the standards required by the company.

Keywords: Negotiation, Project management, Project manager, Delivery

Suggested Citation

Abwanzo, Benjamin, How Negotiation Techniques Might Support the Project Manager in the Delivery of Projects (March 13, 2013). Available at SSRN: https://ssrn.com/abstract=2233087 or http://dx.doi.org/10.2139/ssrn.2233087

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