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Project Management & Agile · Foundational

Negotiation

Discussion aimed at reaching an agreement between parties with shared or opposed interests.

Definition

Principled negotiation focuses on interests not positions, generating options for mutual gain, and using objective criteria. It is used for resources, contracts, and conflicts.

Example

The PM negotiates with a functional manager to share a scarce architect 50/50.

Exam tip

Aim for win-win outcomes; prefer interest-based negotiation.

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