Power of Persuasion (Business & Marketing Case Study)

Power of Persuasion
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Power of Persuasion
Project Management Negotiation's Trait
One of the essential traits in any negotiation is awareness. It accounts for both awareness of one's self and the awareness about another person's negotiation style. Emotional intelligence, including self-awareness and social awareness, predicts negotiation outcomes rather than cognitive capabilities (Schlegel et al., 2018). The second important trait is clear communication which can be understood by both parties without any ambiguity, for that the recommended method is face-to-face communication (Meredith, Shafer & Mantel, 2018). These two characteristics are significant factors as diplomacy, adaptability, and persistence can be differentiated from situation to situation bit awareness and clarity remains the primary requirement for any negotiation.
Example
A hypothetical situation can be the breaking down of some important equipment, leading to a delay in the project. The manager has to convey this information to his supervisor, who has a very authoritative and rational communication style. The project manager can negotiate the situation on logical grounds with his supervisor; he needs to present facts and figures, e.g., and understand the supervisor's perspective for the potential impact of delaying the project. The manager needs to develop a solution proactively and not just communicate the problem to the supervisor. The information should be presented with clarity so there is no ambiguity, and the net impact of equipment breakdown on project deadlines can be estimated precisely. Awareness about the counterparty concerns and clarity of information is of prime importance in this regard. The manager needs to negotiate on behalf of their subordinates, but he has to be aware of the management's perspectives.
Triple Constraints
Several constraints affect the project management and negotiations, including the cost, scope, and schedule. Any change in the project's scope could lead to higher costs and exceeds the project's scheduled time. The project's quality is more likely to suffer from these constraints, and several points for negotiations can arise between different parties. Perhaps the most important negotiations can arise because of the cost constraints. If the materials' prices have risen during the tenure of the project, it could disrupt the estimated costs of th...