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People in Projects by Project Management Institute

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In Search of Something Better

The reason for negotiating is to get something better than we would have been able to get if we did not negotiate. While some project managers have complete responsibility with no direct authority, most have some authority to impose their decisions on various engineering/design activities. However, project managers negotiate with their subordinates and other functional groups to obtain worthwhile solutions and secure their participation in executing whatever was agreed.

Those with higher aspirations in life often end up with better results, and it is the same in negotiations. Our personal level of aspiration is a yardstick by which we measure ourselves. The more successful we are, the more we aspire. In negotiations, ...

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