In this episode, hosts Merv Jersak and Tim Jerome explore how project managers can enhance their project delivery by focusing on negotiation and influence skills. They discuss various strategies including the importance of understanding stakeholder interests, thorough planning, and the application of different negotiation models like collaborative and consultative approaches. The conversation highlights the significance of separating individuals from issues in conflict resolution and tailoring influence tactics according to stakeholder needs. The discussion underscores the impact of credibility, trust, and integrity in achieving project success and stakeholder satisfaction. Listeners are encouraged to integrate these skills into their management practices for improved outcomes.

Main Take-Aways

The project leader must learn how to apply negotiation and influence skills in their daily project management responsibilities:

• understand stakeholder interests
• thoroughly plan for any negotiation
• separate the person from the problem
• learn and use various negotiation models
• focus on credibility, trust, and integrity
• tailor your influence strategy for your audience and the circumstances

Show Notes

Today’s Project Managers Coffee Chat: Applying Negotiation and Influence Skills

00:42 Applying negotiation skills in your daily project management responsibilities.

01:09 Understanding stakeholder interests and planning thoroughly to be completely prepared to enter negotiations.

03:23 Using effective negotiation skills to resolve conflict: setting clear objectives and anticipating challenges.

05:51 Considering conflict as a negotiation; separating the person from the problem.

08:23 Exploring different negotiation models:

08:39     … being collaborative

09:21     … consultative negotiation

10:02     … principled negotiation

11:04     … competitive negotiation

12:39     … avoidance

13:31 The results of effective negotiation skills in project success. Focus on credibility and trust. These lead to higher stakeholder satisfaction and greater team engagement.

14:35 Having integrity in all dealings with team and stakeholder.

15:06 The results of positive negotiations satisfy your personal WIIFM (What’s In It For Me).

16:53 Tailoring your influence strategies for your stakeholders and their particular situations.

18:16 Tailoring your influence strategies to develop positive engagement within your team.

19:18 Tailoring your influence strategies to keep your management informed and involved.