Conflict Resolution and Negotiating For a Win-Win— Principled Negotiation

May 24, 2021 2 min read
Conflict Resolution and Negotiating For a Win-Win—  Principled Negotiation

Principled negotiation is about separating people from the problem. Focusing on interests rather than positions is beneficial when leading change.

This post explains why the project leader should adopt an interest-based approach to negotiation and conflict resolution.

Many projects use a matrix structure where project manager and line management share responsibility, authority, and accountability for resources employed. This brings together resources from different functional areas to participate in a virtual team. Consequently, they are likely to have different perceptions and expectations for the project.

To be persuasive, we must be believable; to be believable, we must be credible; to be credible we must be truthful. – Edward R. Murrow

For example, they may have a view of the way things should be done, the efficacy of project management techniques or the time and effort scheduled for a particular task. Therefore, the project leader must be able to negotiate with experts, functional managers, and senior management to secure resources, agree priorities, and determine responsibilities.

In other words, the project leader must learn to influence people and move them to action. If we are to motivate someone to do something for us, we need to be certain they understand the objective:

  • Know what to do.
  • Know how to do it.
  • Accept the schedule.
  • Believe they can do it.
  • Grasp the significance of not doing it.

This is not straightforward. The project leader has to influence senior stakeholders and direct people from different parts of the organization. Negotiation is a fact of life for the project leader. However, negotiations must be done in such a way that they do not jeopardize ongoing relationships and the project.

Principled Negotiation

Read the full story

Sign up now to read the full story and get access to all members-only posts.

Subscribe
Already have an account? Sign in
Great! Next, complete checkout for full access to The Lazy Leader.
Welcome back! You’ve successfully signed in.
You’ve successfully subscribed to The Lazy Leader.
Success! Your account is fully activated, you now have access to all content.
Success! Your billing info has been updated.
Your billing was not updated.