Mastering the art of project negotiation can transform your outcomes. By shifting from positional bargaining to interest-based negotiation, project managers can unlock hidden value and build stronger stakeholder relationships.
A study by the Harvard Negotiation Project found that interest-based approaches led to 42% more mutually beneficial agreements compared to traditional tactics [1]. To apply this:
1. Map stakeholder interests beyond stated positions. Uncover underlying needs, fears, and motivations through open-ended questions and active listening.
2. Expand the pie by identifying shared interests and creative options that satisfy multiple parties. Look for non-zero-sum solutions.
3. Use objective criteria to evaluate options fairly. Agree on standards or benchmarks upfront to depersonalize discussions.
4. Separate people from the problem. Address relationship issues separately from substantive negotiations to maintain trust.
By focusing on interests rather than positions, project managers can navigate complex stakeholder dynamics more effectively and secure critical resources. The key is to view negotiation as a collaborative problem-solving process rather than a zero-sum game [2].
[2] https://www.pmi.org/learning/library/negotiating-achieving-desire-results-stakeholders-5895
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