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powerful tool for negotiations by project managers. Persons are inclined to converse
more when confronted with a stretched quietness, and are expected to provide
more information. Questions that are open ended are one of the most popular
negotiation tactics being used by the project managers, for obtaining information
from the opponents. Questions that include where, how, what, etc are not really
helpful. Instead, questions that use expression like Sorry, I have not understood.
Can you please clarify, may be more valuable.
Form a Win-Win Condition
Negotiation is an important talent that should be acquired by a professional project
manager. Creation of a win-win state during the process of negotiations will be
valuable for the dispute resolution.
Create Relationship Of Trust
During negotiations, you should not possess a biased impression of the opponent, or
the issues under consideration. This approach will create a positive mutual
understanding during negotiations. Rapport building is extremely valuable as
negotiation tactics. The customer must be exceptionally relaxed during
negotiations. Mirroring is amongst the vital negotiation tactics you should have
during rapport building. Is the opponent presenting annoying expressions? If yes,
you need to make more efforts, to employ negotiation tactics, for building a
relationship of confidence that will assist to produce settlement.
Muhammad Tariq Khan is a Civil Engineer by profession and has managed numerous
engineering projects in his career as Army Engineer during his 26 years in Corps of
Engineers. He has attended advanced training in project management and is a
practicing project manager at Karachi. Served at KESC and DHA in executive
positions and intends to contribute to the project management community.