Negotiating for project success

The Cadence Distinguished Speaker Series Presents Thank you for joining us. The session will begin momentarily. Negotiating For Project Success with Randy Englund

Introduction with John Patton CEO, Cadence Management Corporation The Cadence Distinguished Speaker Series Presents Negotiating For Project Success with Randy Englund

Are You Prepared? Randall L. Englund , MBA, BSEE, NPDP, CBM Englund Project Management Consultancy www.englundpmc.com “ Choose always the way that seems the best, however rough it may be. Custom will soon render it easy and agreeable.” - Pythagoreas

Premises (1) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],"If you want to build a ship, do not start by looking for lumber, cutting boards or sorting out the work. First evoke in men the longing for the wide open sea." - Antoine de Saint Exupery

Premises (2) ,[object Object],[object Object],[object Object],[object Object]

Why Negotiate? ,[object Object],then negotiate!

Why Negotiation Skills Are Important to Project Managers Today ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Benefits of Negotiation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],“ I f you are planning on doing business with someone again, don't be too tough in the negotiations. If you're going to skin a cat, don't keep it as a house cat.” - Marvin S. Levin

Typical Issues to be Negotiated During the Course of a Project ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Substantive Issues that Need to be Negotiated ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],What about…the definition of project success?

What is Negotiation? ,[object Object],[object Object],[object Object],[object Object],[object Object],“ A s long as you keep a person down, some part of you has to be down there to hold him down, so it means you cannot soar as you otherwise might.” - Marian Anderson

Negotiation Styles ,[object Object],[object Object],[object Object],[object Object],[object Object],Ref: Roger Fisher, William Ury, and Bruce Patton's best-selling book, Getting to Yes (1991)

Effective Negotiations P 2 O 2 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The essence of Principled Negotiations:

Objective Criteria ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Negotiation Lifecycle ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Preparation Phase ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],“ Where facts are few, experts are many.” - Donald R. Gannon

Four Basic Forces in Negotiations ,[object Object],[object Object],[object Object],[object Object],The cheapest concession you’ll ever make is to let the other side know that they have been heard. - Roger Fisher and William Ury , Getting To Yes: How to Negotiate Without Giving In .

Power Within the Organization ,[object Object],[object Object],[object Object],[object Object],Ref: PMBOK, 2000 “ No man ever listened himself out of a job.” - Calvin Coolidge

Sources of Power in Negotiations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Ref: Fisher & Ury, Getting to Yes .

The Third Alternative ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Ref: Future Positive, Synearth. http://futurepositive.synearth.net/2003/07/24

Be patient ,[object Object],[object Object]

Be positive ,[object Object],[object Object]

Gather information ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Float trial balloons ,[object Object],[object Object],[object Object],[object Object]

Know your status ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Know your opening offer (1) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Know your opening offer (2) ,[object Object],[object Object],[object Object]

Limit your authority (1) ,[object Object],[object Object]

Limit your authority (2) ,[object Object],[object Object],[object Object],[object Object]

Know your bottom line ,[object Object],[object Object],[object Object]

Be prepared ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Never reward intimidation tactics ,[object Object],[object Object],[object Object]

Another Rule: for every concession you make, get something in return!

Closing a Negotiation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],“ In the business world, the rearview mirror is always clearer than the windshield.” - Warren Buffett

Ten Negotiation Techniques ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],“ Tis better to be silent and be thought a fool, than to speak and remove all doubt.” - Abraham Lincoln

References Englund Project Management Consultancy www.englundpmc.com [email_address]

The Cadence Distinguished Speaker Series Presents Thank you for joining us! Negotiating For Project Success with Randy Englund

Beyond the Webinar Professional Development Units (PDUs) Our courses qualify for PDU credit or Education Contact hours from the Project Management Institute. Contact PMI at www.pmi.org for processing details. cadencemc.com/training The award-winning Cadence project management methodology is the foundation of all our project management training, consulting, tools, and software. Learn more about how world-class companies are delivering business results with Cadence. Award-winning Project Management Training from Cadence Cadence Graduates on LinkedIn cadencemc.com/linkedin Follow @AskCadence on Twitter twitter.com/askcadence Join the Cadence Fan Page on Facebook cadencemc.com/facebook Subscribe to the Cadence Mailing List cadencemc.com/enews

Negotiating for project success

Negotiating for project success

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