This document discusses key strategies and concepts for effective negotiation in project management contexts. It recommends being versatile in your approach; assessing interests, concerns, and emotions; and setting clear agendas. Additionally, it suggests identifying primary claims, considering all options, understanding negotiation styles, prioritizing and negotiating issues strategically, and maintaining the other side's positive social standing or "face". The document also notes that power dynamics are negotiable and advises skilled negotiators to be observant, versatile learners who experiment with different approaches.

1. Lisa Chow
Contracts, Procurement, and Negotiation for
Project Managers
NYU Fall 2014

2. Be versatile

3. Assess interests, concerns, and emotions
prior to and during negotiation

4. Set an agenda
• Setting an agenda is a negotiation in and of
itself.
• Process guidelines include:
– Who will start
– Order of topics to be addressed
– Time to be allocated to each topic
– Issues that should not be addressed during the
negotiation

5. Identify primary claims

6. Try all possible options

7. Find out your negotiation styles

8. Prioritize and negotiate issues

9. Persuasion strategies
• Framing
• ACE Model
– Appropriateness
– Consistency
– Effectiveness

10. Losing or Saving Face
• Face - “the positive social value a person
effectively claims for himself [or herself] by
the line others assume he [or she] has taken
during a particular encounter.”
• Whenever possible, negotiators should try to
maintain the other side’s face.
• The fear of losing face can be used as a
strategy – can be risky.

11. Power is negotiable
• Static indicators of power: rank, gender, age,
reputation, status, intelligence, reputation,
appearance, physical size
• Respect > authority
• Perception of power
• Credibility
• Use the power of who you know

12. Dealing with deception

13. In general, skilled negotiators
are…
• More observant
• More versatile
• Confident but not arrogant
• Life-long learners
• Experimenters

14. “In business and in life,
you don’t get what you
deserve, you get what
you negotiate.”
- Chester L. Karrass