188 • Program Management in Defense and High Tech Environments
provided by the customer to you is wrong. On the basis of this incorrect
information, you have expended eort which has proven useless.
While there is no need to share the blame, the mutual motivation to
work to a mutually satisfactory solution is still there. In this case, you may
be “holding all the cards,” but you must still work to a win–win outcome.
In fact, this negotiation may be, ironically, a little more dicult. Since
the customer is responsible for providing the incorrect information, the
problem is clearly his or her’s. If your customer feels that there is poten-
tial embarrassment or even a career-harming action because of the error,
negotiations may take an oddly conf ...