As project managers, we frequently negotiate with sponsors, staff, vendors and others. Instead of stating your negotiation position, consider expressing your interests instead to ensure a win-win outcome.
For example, if the project sponsor asked for an unreasonable deadline, do not say, “There is no way my project team can pull that off.” By stating your negotiation position right away, you’ll feel insulted if you end up accepting the unreasonable deadline later on. However, if you express your interests first, then both parties can continue to negotiate for a more reasonable agreement.
“I am interested in helping you deliver the project on that date. What can we do together to make it happen?” In doing so, the negotiation becomes amicable for both parties. You can then proceed to negotiate for scope adjustment or resource allocation to meet the deadline.
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Just because your company is cutting costs does not mean that you should cut down on team building and training activities as well. We could all use an occasional low-cost team building activity to lift the team’s spirits—and have the team polish their communication, persuasion and negotiation skills in the process.
