APPENDIX G G Culture at a behavioral level includes those behaviors and expectations that occur independently of geography, ethnic heritage, or common and disparate languages. Culture can impact the speed of working, the decision-making process, and the impulse to act without appropriate planning. This may lead to conflict and stress in some organizations, thereby affecting the performance of project managers and project teams. G.8 Negotiation Negotiation is a strategy of conferring with parties of shared or opposed interests with a view to compromise or reach an agreement. Negotiation is an integral part of project management and done well, increases the probability of project success. The following skills and behaviors are useful in negotiating successfully: · Analyze the situation. · Differentiate between wants and needs--both theirs and yours. · Focus on interests and issues rather than on positions. · Ask high and offer low, but be realistic. · When you make a concession, act as if you are yielding something of value, don't just give in.