Negotiation Skills for Project Managers

Topics: Negotiation, Best alternative to a negotiated agreement, Win-win game Pages: 65 (10378 words) Published: February 18, 2010
"In the name of Allah The All Merciful The most Merciful"
Useful Science for the Sake of God

Negotiation Skills for Project Managers

مهارات التفاوض لمديري المشاريع
|Dr. Attia Hussien Gomaa | |Industrial Engineering Consultant | |Engineering Service - American University In Cairo | |Email: – Tel: 0122738497 |

Who Should Attend:
Managers, engineers, and other practitioners concerned with planning and control in government, industrial and services sectors.

• To provide the participants with the nature and objectives of negotiation process in engineering fields. • To train the participants on negotiation planning and negotiation tactics. • To enhance the participants experience by discussing some real negotiation problems and how to deal with them.

Course Outline:
1. Negotiation overview 2
2. Negotiation management 21
3. Negotiation for selling & buying 39
4. Negotiation for salary 49
5. Conflict management 64
6. Negotiation for project managers 70
7. Negotiation case studies for project managers104

Chapter 1: Negotiation Overview

What is the Negotiation?

Negotiation is
interaction between two or more parties
to achieve certain goals or targets, &
to overcome certain constrains or problems

"In business, you don't get what you deserve, you get what you can negotiate", Chester Karrass

"Never cut what you can untie",
Joseph Joubert


❑ Interaction between two or more parties & Each party having certain goals to be achieved

❑ To confer with another or others in order to come to terms or reach an agreement

❑ Negotiation is the process of achieving goals through an agreement.

❑ Negotiating is the art of reaching an agreement by resolving differences through creativity

❑ The process by which at least two people seek to make something happen. To be successful, both sides must agree with the resolution. This is just the beginning, however. Both sides must cooperate in the implementation of the contract they have accepted

❑ The definition of negotiation as it relates to employment is: a series of communications (either oral or writing) that reach a satisfying conclusion for all concerned parties, most often between the new employee and the hiring organization.

❑ Process of give-and-take exchange among persons aimed at resolving problems or conflicts

❑ Chester L. Karrass: ‘In business, you don't get what you deserve, you get what you negotiate’.

❑ Joseph Joubert: ‘Never cut what you can untie’.

❑ Robert Estabrook: ‘He who has learned to disagree without being disagreeable has discovered the most valuable secret of a diplomat’.

❑ “Everyone has just his [or her] own negotiating style, and the worst thing you can do is to adopt a negotiating technique that does not feel comfortable [because] credibility, based on an evident sincerity, is the most important single asset of a good negotiator.” James C. Freund, Anatomy of A Merger(1975)


• The greatest failure in negotiation is failing to negotiate.

• The most important person to know in a negotiation is yourself.

• Everyone has power in a negotiation.

• Single-issue bargaining leaves both parties unsatisfied.

• Urgency drives decisions.

• Agreement is the end; trading off is the means.

• Even in a collaborative environment, best results are obtained by keeping the other party on a "need to know" basis....
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