Project Management, Planning and Control, 6th Edition

Chapter 41

Negotiation

Abstract

This chapter describes the seven phases of negotiation which are necessary to reach a satisfactory result. These are: preparation, planning, introductions, opening proposal, bargaining, agreement, and finalizing. A diagram summarizes these phases. Another diagram depicts the three negotiation outcomes, i.e., Win/Win, Win/Lose, and Lose/Lose in relation to the two parties.

Keywords

Negotiation; Win/Win; negotiation phases; bargaining

Chapter Outline

Phase 1: Preparation

Phase 2: Planning

Phase 3: Introductions

Phase 4: Opening Proposal

Phase 5: Bargaining

Phase 6: Agreement

Phase 7: Finalizing

However well a project is managed, it is inevitable that sooner or later a disagreement will arise between two persons or parties, ...