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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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The Triangle

Remember the Rule of the Triangle—whenever adjustments are made to any of the sides, the area must remain proportional (see Figure 11.9).

Figure 11.9. Specification-Time-Resources Triangle

Tips in Handling a Negotiation with Your Boss

  • Allow a reasonable time for a quality job.

  • Determine the specifications.

  • Build in a contingency reserve.

  • Use resources creatively.

  • Know which factor drives the project.

  • Learn to say “Yes, and . . .” rather Than “No.”

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