Negotiations - Revision history

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2023-05-09T19:08:35Z

Application

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	The negotiation process is demonstrated in Figure 1. Each step is important, during preparation one should gather the facts available and make a strong BATNA and collect information about the opponent, their culture and stereotypical behavioural patterns, and how they could possibly perceive one’s own culture. During the next steps of the process, being aware of one’s demands and how they are perceived is important, because they can affect the opponent’s behaviour <ref Name='refNegotiationHarvard'>Shonk, Katie. (23.03.2023). What is Negotiation?. Program on Negotiation at Harvard Law School. Retrieved 15.04.2023, from https://www.pon.harvard.edu/daily/negotiation-skills-daily/what-is-negotiation/ </ref>.		The negotiation process is demonstrated in Figure 1. Each step is important, during preparation one should gather the facts available and make a strong BATNA and collect information about the opponent, their culture and stereotypical behavioural patterns, and how they could possibly perceive one’s own culture. During the next steps of the process, being aware of one’s demands and how they are perceived is important, because they can affect the opponent’s behaviour <ref Name='refNegotiationHarvard'>Shonk, Katie. (23.03.2023). What is Negotiation?. Program on Negotiation at Harvard Law School. Retrieved 15.04.2023, from https://www.pon.harvard.edu/daily/negotiation-skills-daily/what-is-negotiation/ </ref>.

	[[File:Negotiation_Process.jpg\|~~1200px~~\|center\|thumb\|Figure 1:The Negotiation Process (own creation; inspired by <ref name='Art of Negotiation'/>)]]		[[File:Negotiation_Process.jpg\|800px\|center\|thumb\|Figure 1:The Negotiation Process (own creation; inspired by <ref name='Art of Negotiation'/>)]]

	Cultural differences can create be difficult to navigate but they are also an opportunity to learn. Researching the other side’s culture by reading and having conversations with others who know the culture can be beneficial, and the other side will most likely appreciate the interest. Seeking to understand and always showing respect for the differences will create a cooperative environment and enable the negotiation process to run more smoothly<ref Name='ref12'/>.		Cultural differences can create be difficult to navigate but they are also an opportunity to learn. Researching the other side’s culture by reading and having conversations with others who know the culture can be beneficial, and the other side will most likely appreciate the interest. Seeking to understand and always showing respect for the differences will create a cooperative environment and enable the negotiation process to run more smoothly<ref Name='ref12'/>.

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2023-05-09T18:51:31Z

Annotated Bibliography

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	* '''''Ilyas, M. A. B. & Hassan, M. K. (2015). Negotiate to win across cultures. Paper presented at PMI® Global Congress 2015—EMEA, London, England.”'''''		* '''''Ilyas, M. A. B. & Hassan, M. K. (2015). Negotiate to win across cultures. Paper presented at PMI® Global Congress 2015—EMEA, London, England.”'''''
	:- In this paper, the author discusses ~~negotiation~~ across cultures, ~~and~~ how they affect the negotiation process and how culture shapes perceptions. It roughly classifies people into three groups, which are then described. The author discusses different aspects of negotiation, like strategy and tools and provides useful tips. Many projects involve people with different backgrounds and this article is helpful as a guide on how to navigate the process.		:- In this paper, the author discusses negotiations across cultures, how they affect the negotiation process and how culture shapes perceptions. It roughly classifies people into three groups, which are then described. The author discusses different aspects of negotiation, like strategy and tools and provides useful tips. Many projects involve people with different backgrounds and this article is helpful as a guide on how to navigate the process.

	* '''''The standard for project management. (2021). A Guide To the Project Management Body of Knowledge (pmbok® Guide)''''' – Seventh Edition		* '''''The standard for project management. (2021). A Guide To the Project Management Body of Knowledge (pmbok® Guide)''''' – Seventh Edition
	:- This book provides an overview of the best practices and standards in project management and is considered as one of the main references in the field. ~~A large part of this~~ book ~~is about~~ stakeholders, which are an essential part of projects - it also covers risk management and communication which are relevant to negotiation. The book is a great tool for project managers and can provide them with a strong foundation in project management.		:- This book provides an overview of the best practices and standards in project management and is considered one of the main references in the field. The book places importance on stakeholders, which are an essential part of projects - it also covers risk management and communication which are relevant to negotiation. The book is a great tool for project managers and can provide them with a strong foundation in project management.

	* '''''Wall Jr, J. A., & Blum, M. W. (1991). Negotiations. Journal of Management, 17(2), 273-303.'''''		* '''''Wall Jr, J. A., & Blum, M. W. (1991). Negotiations. Journal of Management, 17(2), 273-303.'''''
	:- The authors provide recommendations for managers to improve their ~~negotiations~~. The effects of characteristics on negotiations are reviewed with an emphasis on the bargaining phase of the process. High-risk takers prefer a more competitive approach and found that gender did play a role but did not find a specific personal trait played a significant role. A review of ~~the~~ verbal ~~behavior of the opponent~~ found threats to be detrimental. The article discusses the interactions between opponents.		:- The authors provide recommendations for managers to improve their negotiation skills. The effects of characteristics on negotiations are reviewed with an emphasis on the bargaining phase of the process. High-risk takers prefer a more competitive approach and found that gender did play a role but did not find a specific personal trait played a significant role. The authors review the effects of verbal behaviour and found threats to be detrimental. The article discusses the interactions between opponents.

	==References==		==References==
	<references />		<references />

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2023-05-09T18:47:55Z

Annotated Bibliography

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	== Annotated Bibliography ==		== Annotated Bibliography ==
	* '''''Englund, R. L. (2010). Negotiating for success: are you prepared? Paper presented at PMI® Global Congress 2010—EMEA, Milan, Italy.'''''		* '''''Englund, R. L. (2010). Negotiating for success: are you prepared? Paper presented at PMI® Global Congress 2010—EMEA, Milan, Italy.'''''
	:- The article provides great recommendations from an experienced negotiator. It is written with a project manager in mind and emphasises the importance of project managers being skilled negotiators. It is a great framework and is written structurally, and provides a good overview of the negotiation process. The author provides concrete advice like the ten rules of negotiating. ~~There is a balance, even though the~~ author does speak from experience their recommendations ~~are based~~ on literature like A Guide to the Project Management Body of Knowledge (PMBOK Guide®).		:- The article provides great recommendations from an experienced negotiator. It is written with a project manager in mind and emphasises the importance of project managers being skilled negotiators. It is a great framework and is written structurally, and provides a good overview of the negotiation process. The author provides concrete advice like the ten rules of negotiating. The author does speak from experience but bases their recommendations on literature like A Guide to the Project Management Body of Knowledge (PMBOK Guide®).

	* '''''Ilyas, M. A. B. & Hassan, M. K. (2015). Negotiate to win across cultures. Paper presented at PMI® Global Congress 2015—EMEA, London, England.”'''''		* '''''Ilyas, M. A. B. & Hassan, M. K. (2015). Negotiate to win across cultures. Paper presented at PMI® Global Congress 2015—EMEA, London, England.”'''''

S222534: /* Annotated Bibliography */

2023-05-09T18:46:35Z

Annotated Bibliography

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	== Annotated Bibliography ==		== Annotated Bibliography ==
	* '''''Englund, R. L. (2010). Negotiating for success: are you prepared? Paper presented at PMI® Global Congress 2010—EMEA, Milan, Italy.'''''		* '''''Englund, R. L. (2010). Negotiating for success: are you prepared? Paper presented at PMI® Global Congress 2010—EMEA, Milan, Italy.'''''
	:- The article provides great recommendations from an experienced negotiator. It is written with a project manager in mind and emphasises the importance of being a skilled ~~negotiator for project managers~~. It is a great framework and is written structurally, and provides a good overview of the negotiation process. The author provides concrete advice like the ten rules of negotiating. There is a balance, even though the author does speak from experience their recommendations are based on literature like A Guide to the Project Management Body of Knowledge (PMBOK Guide®).		:- The article provides great recommendations from an experienced negotiator. It is written with a project manager in mind and emphasises the importance of project managers being skilled negotiators. It is a great framework and is written structurally, and provides a good overview of the negotiation process. The author provides concrete advice like the ten rules of negotiating. There is a balance, even though the author does speak from experience their recommendations are based on literature like A Guide to the Project Management Body of Knowledge (PMBOK Guide®).

	* '''''Ilyas, M. A. B. & Hassan, M. K. (2015). Negotiate to win across cultures. Paper presented at PMI® Global Congress 2015—EMEA, London, England.”'''''		* '''''Ilyas, M. A. B. & Hassan, M. K. (2015). Negotiate to win across cultures. Paper presented at PMI® Global Congress 2015—EMEA, London, England.”'''''

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2023-05-09T18:44:49Z

Conclusions

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	In conclusion, negotiations are an essential part of project management, it is a skill that can have great influence on the financial side of projects and on stakeholder management. Engaging stakeholders for the start can lead to fewer conflicts in the latter stages of the project‘s process and can be used to address conflicts to avoid disappointment later.		In conclusion, negotiations are an essential part of project management, it is a skill that can have great influence on the financial side of projects and on stakeholder management. Engaging stakeholders for the start can lead to fewer conflicts in the latter stages of the project‘s process and can be used to address conflicts to avoid disappointment later.

	There has not been sufficient evidence to suggest that there are certain personality traits that ensure the success of projects, but respect and understanding go a long way. Respect is especially important when dealing with people from different cultural backgrounds. Depending on people's origin and culture, they can be classified into three groups, linear active, multi-active, and reactive. There are certain traits that are frequent in each group but it is important to consider that people are multi-dimensional and that the studies ~~done~~ are based on stereotypes.		There has not been sufficient evidence to suggest that there are certain personality traits that ensure the success of projects, but respect and understanding go a long way. Respect is especially important when dealing with people from different cultural backgrounds. Depending on people's origin and culture, they can be classified into three groups, linear active, multi-active, and reactive. There are certain traits that are frequent in each group but it is important to consider that people are multi-dimensional and that the studies that have been conducted are based on stereotypes.

	A successful negotiation entails a favourable outcome for most parties involved, and during the negotiation process, it is recommended to try to look for a win-win situation.		A successful negotiation entails a favourable outcome for most parties involved, and during the negotiation process, it is recommended to try to look for a win-win situation.

S222534: /* Conclusions */

2023-05-09T18:44:05Z

Conclusions

← Older revision		Revision as of 18:44, 9 May 2023
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	In conclusion, negotiations are an essential part of project management, it is a skill that can have great influence on the financial side of projects and on stakeholder management. Engaging stakeholders for the start can lead to fewer conflicts in the latter stages of the project‘s process and can be used to address conflicts to avoid disappointment later.		In conclusion, negotiations are an essential part of project management, it is a skill that can have great influence on the financial side of projects and on stakeholder management. Engaging stakeholders for the start can lead to fewer conflicts in the latter stages of the project‘s process and can be used to address conflicts to avoid disappointment later.

	There has not been sufficient evidence to suggest that there are certain personality traits that ensure the success of projects, but respect and understanding go a long way. Respect is especially important when dealing with people from different cultural backgrounds. Depending on ~~where~~ origin and culture, ~~people~~ can be classified into three groups, linear active, multi-active, and reactive. There are certain traits that are frequent in each group but it is important to consider that people are multi-dimensional and that the studies done are based on stereotypes.		There has not been sufficient evidence to suggest that there are certain personality traits that ensure the success of projects, but respect and understanding go a long way. Respect is especially important when dealing with people from different cultural backgrounds. Depending on people's origin and culture, they can be classified into three groups, linear active, multi-active, and reactive. There are certain traits that are frequent in each group but it is important to consider that people are multi-dimensional and that the studies done are based on stereotypes.

	A successful negotiation entails a favourable outcome for most parties involved, and during the negotiation process, it is recommended to try to look for a win-win situation.		A successful negotiation entails a favourable outcome for most parties involved, and during the negotiation process, it is recommended to try to look for a win-win situation.

	It may not come as a surprise that there is not one tactic, approach or certain personality trait that can ensure success every time because each situation has different demands. There are many interesting studies on the topic and books have been written about how to enhance one‘s negotiation skills. The great thing about negotiation is that there is always more to learn and everyone can learn from their negotiations, reflect and try to do better next time – after all it is a skill that not only is very relevant in professional settings but also in personal ones.		It may not come as a surprise that there is not one tactic, approach or certain personality trait that can ensure success every time because each situation has different demands. There are many interesting studies on the topic and books have been written about how to enhance one‘s negotiation skills. The great thing about negotiation is that there is always more to learn and everyone can learn from their negotiations, reflect and try to do better next time – after all it is a skill that not only is very relevant in professional settings but also in personal ones.


	== Annotated Bibliography ==		== Annotated Bibliography ==

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2023-05-09T18:41:21Z

Application

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	According to Steven Covey’s model for negotiations, there are three possible outcomes: win-win, win-lose/lose-win and finally lose-lose. He suggests that to cultivate an environment where the outcome is win-win both parties must have a mature look on the process and believe that there are enough resources for everybody. Trust plays a key role, both parties must trust each other and both parties must have the ability to look at the situation from the other’s perspective. For this win-win outcome to become a reality, both parties must work together<ref Name='ref11'/>.		According to Steven Covey’s model for negotiations, there are three possible outcomes: win-win, win-lose/lose-win and finally lose-lose. He suggests that to cultivate an environment where the outcome is win-win both parties must have a mature look on the process and believe that there are enough resources for everybody. Trust plays a key role, both parties must trust each other and both parties must have the ability to look at the situation from the other’s perspective. For this win-win outcome to become a reality, both parties must work together<ref Name='ref11'/>.

	Successful negotiations require a patient and positive mindset and the gathering of relevant information. This information may include deadlines, alternative solutions, information about the decision-making authority, motivations, and past negotiation tactics. When proposing a different direction, asking “what if” questions can be helpful as it sounds less like a commitment. It’s also crucial to understand the power dynamics at play and one’s status in the negotiations. Project managers may have significant decision-making authority, but when they take the role of a purchaser, the opponent or the seller has the superior bargaining position ~~and a higher status~~. Knowing your opening offer and not revealing your bottom line provides leverage for negotiation<ref Name='ref5'/>.		Successful negotiations require a patient and positive mindset and the gathering of relevant information. This information may include deadlines, alternative solutions, information about the decision-making authority, motivations, and past negotiation tactics. When proposing a different direction, asking “what if” questions can be helpful as it sounds less like a commitment. It’s also crucial to understand the power dynamics at play and one’s status in the negotiations. Project managers may have significant decision-making authority, but when they take the role of a purchaser, the opponent or the seller has the superior bargaining position. Knowing your opening offer and not revealing your bottom line provides leverage for negotiation<ref Name='ref5'/>.

	Directly dealing with the decision-maker usually leads to a quicker negotiation process. Preparation is key to avoiding surprises and making decisions based on emotion instead of facts. A risk management plan can help manage potential challenges. Finally, never reward intimidation tactics and be prepared to make concessions when the other party does, as it shows a sign of collaboration<ref Name='ref5'/>.		Directly dealing with the decision-maker usually leads to a quicker negotiation process. Preparation is key to avoiding surprises and making decisions based on emotion instead of facts. A risk management plan can help manage potential challenges. Finally, never reward intimidation tactics and be prepared to make concessions when the other party does, as it shows a sign of collaboration<ref Name='ref5'/>.

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2023-05-09T18:39:35Z

Application

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	Good negotiation involves trying to find the third alternative and looking beyond the traditional win/lose outcomes. Humans tend to view situations in a very “clean-cut” way, and in terms of wins/losses. This binary perspective leads to an approach where winning or losing are the only options. However, it is crucial to recognize that there is often a third option available. Identifying this third option may require more effort and time, but it might lead to a win-win situation<ref Name='ref5'/>. This alternative can foster synergy and maximize the potential for a mutually beneficial outcome and encourage a collaborative atmosphere leading to higher benefits for both parties<ref Name='ref10'/>.		Good negotiation involves trying to find the third alternative and looking beyond the traditional win/lose outcomes. Humans tend to view situations in a very “clean-cut” way, and in terms of wins/losses. This binary perspective leads to an approach where winning or losing are the only options. However, it is crucial to recognize that there is often a third option available. Identifying this third option may require more effort and time, but it might lead to a win-win situation<ref Name='ref5'/>. This alternative can foster synergy and maximize the potential for a mutually beneficial outcome and encourage a collaborative atmosphere leading to higher benefits for both parties<ref Name='ref10'/>.

	According to Steven Covey’s model for negotiations, there are three possible outcomes: win-win, win-lose/lose-win and finally lose-lose. He suggests that to cultivate an environment where the outcome is win-win both parties must have a mature look on the process and believe that there is enough for everybody. Trust plays a key role, both parties must trust each other and both parties must have the ability to look at the situation from the other’s perspective. For this win-win outcome to become a reality, both parties must work together<ref Name='ref11'/>.		According to Steven Covey’s model for negotiations, there are three possible outcomes: win-win, win-lose/lose-win and finally lose-lose. He suggests that to cultivate an environment where the outcome is win-win both parties must have a mature look on the process and believe that there are enough resources for everybody. Trust plays a key role, both parties must trust each other and both parties must have the ability to look at the situation from the other’s perspective. For this win-win outcome to become a reality, both parties must work together<ref Name='ref11'/>.

	Successful negotiations require a patient and positive mindset and the gathering of relevant information. This information may include deadlines, alternative solutions, information about the decision-making authority, motivations, and past negotiation tactics. When proposing a different direction, asking “what if” questions can be helpful as it sounds less like a commitment. It’s also crucial to understand the power dynamics at play and one’s status in the negotiations. Project managers may have significant decision-making authority, but when they take the role of a purchaser, the opponent or the seller has the superior bargaining position and a higher status. Knowing your opening offer and not revealing your bottom line provides leverage for negotiation<ref Name='ref5'/>.		Successful negotiations require a patient and positive mindset and the gathering of relevant information. This information may include deadlines, alternative solutions, information about the decision-making authority, motivations, and past negotiation tactics. When proposing a different direction, asking “what if” questions can be helpful as it sounds less like a commitment. It’s also crucial to understand the power dynamics at play and one’s status in the negotiations. Project managers may have significant decision-making authority, but when they take the role of a purchaser, the opponent or the seller has the superior bargaining position and a higher status. Knowing your opening offer and not revealing your bottom line provides leverage for negotiation<ref Name='ref5'/>.

S222534: /* Application */

2023-05-09T18:33:38Z

Application

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	The negotiation process is demonstrated in Figure 1. Each step is important, during preparation one should gather the facts available and make a strong BATNA and collect information about the opponent, their culture and stereotypical behavioural patterns, and how they could possibly perceive one’s own culture. During the next steps of the process, being aware of one’s demands and how they are perceived is important, because they can affect the opponent’s behaviour <ref Name='refNegotiationHarvard'>Shonk, Katie. (23.03.2023). What is Negotiation?. Program on Negotiation at Harvard Law School. Retrieved 15.04.2023, from https://www.pon.harvard.edu/daily/negotiation-skills-daily/what-is-negotiation/ </ref>.		The negotiation process is demonstrated in Figure 1. Each step is important, during preparation one should gather the facts available and make a strong BATNA and collect information about the opponent, their culture and stereotypical behavioural patterns, and how they could possibly perceive one’s own culture. During the next steps of the process, being aware of one’s demands and how they are perceived is important, because they can affect the opponent’s behaviour <ref Name='refNegotiationHarvard'>Shonk, Katie. (23.03.2023). What is Negotiation?. Program on Negotiation at Harvard Law School. Retrieved 15.04.2023, from https://www.pon.harvard.edu/daily/negotiation-skills-daily/what-is-negotiation/ </ref>.


	[[File:Negotiation_Process.jpg\|1200px\|center\|thumb\|Figure 1:The Negotiation Process (own creation; inspired by <ref name='Art of Negotiation'/>)]]		[[File:Negotiation_Process.jpg\|1200px\|center\|thumb\|Figure 1:The Negotiation Process (own creation; inspired by <ref name='Art of Negotiation'/>)]]

S222534: /* Power */

2023-05-09T18:32:08Z

Power

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	=== Power ===		=== Power ===

	In negotiations different types of power are at play, there are three main categories. The first one has to do with having a strong BATNA. BATNA, or the best alternative to a negotiated agreement, can protect against accepting an offer way below what is available, just to avoid not reaching an agreement. Being aware of other options and ways of getting what is needed, can confer power, and reduce the desperation to reach an agreement<ref Name='refBATNA'>What is a BATNA?. (n.d.). Program on Negotiation at Harvard Law School. Retrieved 02.04.2023, from https://www.pon.harvard.edu/tag/batna/ </ref>. The second source of power is from a particular position within an organization, often referred to as role power. The third and last category is psychological power. Believing that one is powerful often leads to the same consequence them having actual power<ref Name='refPowerHarvard'>PON Staff. (11.04.2023). 3 Types of Power in Negotiation. Program on Negotiation at Harvard Law School. Retrieved 15.04.2023, from https://www.pon.harvard.edu/daily/negotiation-skills-daily/types-of-power-in-negotiation/ </ref>.		In negotiations different types of power are at play, there are three main categories. The first one has to do with having a strong BATNA. BATNA, or the best alternative to a negotiated agreement, as it can protect against accepting an offer way below what is available, just to avoid not reaching an agreement. Being aware of other options and ways of getting what is needed, can confer power, and reduce the desperation to reach an agreement<ref Name='refBATNA'>What is a BATNA?. (n.d.). Program on Negotiation at Harvard Law School. Retrieved 02.04.2023, from https://www.pon.harvard.edu/tag/batna/ </ref>. The second source of power is from a particular position within an organization, often referred to as role power. The third and last category is psychological power. Believing that one is powerful often leads to the same consequence them having actual power<ref Name='refPowerHarvard'>PON Staff. (11.04.2023). 3 Types of Power in Negotiation. Program on Negotiation at Harvard Law School. Retrieved 15.04.2023, from https://www.pon.harvard.edu/daily/negotiation-skills-daily/types-of-power-in-negotiation/ </ref>.

	But having power in negotiations is not just a positive thing. It has been linked to people losing sight of the opponent’s vantage point and overlooking their needs and the reasons for those needs. Some of the benefits of feeling powerful when negotiating is that it leads to more risk-taking and more creative solutions. It can decrease the feeling of being trapped within the opponent’s constraints and focus on the potential payoffs instead of the potential dangers<ref Name='refPowerrHarvard'>PON Staff. (04.04.2023). Power in Negotiation: The Impact on Negotiators and the Negotiation Process. Program on Negotiation at Harvard Law School. Retrieved 15.04.2023, from https://www.pon.harvard.edu/daily/negotiation-skills-daily/how-power-affects-negotiators/ </ref>.		But having power in negotiations is not just a positive thing. It has been linked to people losing sight of the opponent’s vantage point and overlooking their needs and the reasons for those needs. Some of the benefits of feeling powerful when negotiating is that it leads to more risk-taking and more creative solutions. It can decrease the feeling of being trapped within the opponent’s constraints and focus on the potential payoffs instead of the potential dangers<ref Name='refPowerrHarvard'>PON Staff. (04.04.2023). Power in Negotiation: The Impact on Negotiators and the Negotiation Process. Program on Negotiation at Harvard Law School. Retrieved 15.04.2023, from https://www.pon.harvard.edu/daily/negotiation-skills-daily/how-power-affects-negotiators/ </ref>.