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Negotiate Virtually Anything


Herb Cohen suggests you can negotiate virtually anything. Since the prioritization of projects, resources, expectations, and deadlines are all products of a negotiation, they are, of course, negotiable. IT project leaders spend considerable time preparing for and participating in meetings. They seem forever to be attempting to influence others or to get others to agree with them. Often, the project leader communicates with a particular objective in mind, engaging in social exchange to affect a user or group manager’s behavior. His or her approach, attitude, and actions have the potential to determine the nature of a relationship, the distribution of available resources, and the satisfaction of everyone involved. Negotiation is a game in which individuals attempt to reach a joint decision on matters of common concern in situations of initial disagreement. Thus, negotiation always requires shared interests and issues of conflict. Obviously, without commonality there is no reason to achieve resolution. So too, without discord there is nothing to negotiate.

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Subject Matter

Project Management Expertise

About the Contributor:

Attributed Author

Herb Cohen

Dr. Herb Cohen is an internationally renowned consultant on negotiating strategy, commercial dealings, and crisis management. The author of The New York Times bestseller,You Can Negotiate Anything, his clients have included business executives, large corporations, and governmental agencies.
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