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Software Development Edge, The: Essays on Managing Successful Projects by Joe Marasco

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Chapter 14. Negotiating

Why is it that sometimes even the simplest things seem to go wrong?

My guess is that if you go to the root of the problem in these situations, you will more often than not discover the classic “failure to communicate.” “Oh, is that what you wanted? Why didn’t you say so?” Exasperated, we try to control our frustration. But unless we begin to understand what is breaking down here, we will be doomed to repeat the exercise over and over again.

Now what is curious is that these miscommunications rarely happen when a negotiation takes place. As soon as there is “give and take” and resolution occurs, the odds of getting it severely wrong go way down. So perhaps there is a key there. The trick may lie in conducting a negotiation ...

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