7.2 Negotiation skills
Negotiation skills are essential for the project manager to get individuals and groups to agree on a common approach to a project, despite their potentially conflicting interests and priorities. The project manager needs to be able to negotiate with suppliers and customers and individuals to adopt a particular course of action. It is also important that negotiation is conducted in a way that will build long-term relationships, rather than simply secure short-term gains.
Effective negotiation relies on identifying in advance what objectives need to be achieved and what behaviours might be necessary to achieve them. The following is a process that can be used in negotiating: