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The Project Management Tool Kit: 100 Tips and Techniques for Getting the Job Done Right by Tom Kendrick

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Conduct Negotiations

Establish a good working relationship. You intend to work with the other party after reaching agreement, so strive to build trust. Seek common ground in areas such as interests, experiences, education, or background.

Establish a negotiation deadline consistent with the needs of your project, and stick to it.

Communicate honestly and clearly during negotiations. Use facts, data, and metrics to make your points. Clarify your understanding by frequently asking questions and actively listening to what the other party says. Maintain objectivity in lengthy negotiations by scheduling periodic breaks.

Learn what matters to the other party, and relate your discussions directly to these factors. Conduct principled negotiations concentrating ...

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