Negotiating

Successful project managers negotiate from a position of strength built through supplying accurate information. Successful project managers are always truthful, professional, and courteous. The client is often seeking information in order to explain the basis of a high cost to management. The project manager must be able to support the approach, as well as the estimated costs for a project, if the client representative is to become an ally and partner. An open and honest discussion of how a cost estimate was created and a willingness to explore alternatives can result in mutual respect and understanding of how the project will be accomplished. All too often, we see projects lost during negotiations by a project manager with a condescending “I am the expert, and you should do what I tell you” approach.