MAN 435-CS-3A - MAN-435 Project Management Project...

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MAN-435 Project Management Project Management: Achieving Competitive Advantage, by Jeffrey K. Pinto, (Upper Saddle River, New Jersey: Pearson Prentice-Hall, 2007). ISBN-13: 978-0-558-39543-8 Case Study 3A: Exercise in Negotiation Read the Exercise in Negotiation on pages 214-215. Then write a brief report (500 to 1000 words) showing how you would prepare for the negotiation from both ZED's and CPI's perspectives. Having prepared both sides, describe how you might create a win-win outcome for both parties. ZED’s Perspective in Negotiations From ZED’s perspective, she has a history of both budget and the schedule overages with a possibility of job loss. The project manager for ZED needs to hold all of her personal and project information close to the vest while building her working relationship with CPI’s manager. She needs to be as honest and upfront as possible regarding changes, addressing each issue immediately to build trust and establish a clear line of communication. In sales we call it “selling out of your pocket”. Zed’s project manager cannot be concerned with her client’s budget, only her own budget and timelines. She needs to be completely upfront with the additional timetable required for change orders and the costs associated. The client will need to make decisions from that point as to what they are willing to concede too. Once an established practice has been initiated it’s hard to change that practice. If initially the
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This note was uploaded on 09/29/2010 for the course BUSINESS Man 435 taught by Professor Bernstein during the Summer '10 term at Thomas Edison State.

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MAN 435-CS-3A - MAN-435 Project Management Project...

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