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Negotiations
Of course, book aer book has been written about how to negotiate, so it
may seem a little ambitious to “cover” this large a topic in just one chapter.
But the negotiations you will perform, lead, or participate in as a program
manager (PM) are a controlled subset in the broad eld of “negotiations.”
One signicant dierence between general negotiations and those that
a PM might engage is the context of those negotiations. If you are buy-
ing a car, relationships are very unimportant. You do not typically have
a relationship with the car dealer, nor do either you or the dealer expect
to form one. Sure, he or she would like you ...