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Đàm phán là một chiến lược dự phòng hữu ích khi bạn đang làm việc với một khách hàng khó khăn và cảm thấy có một nguy cơ cao không nhận được những gì bạn cần. Một số người làm cho toàn bộ cuộc sống, phong cách đàm phán và trở nên rất tốt ở đó. | EARTHWEB íẹMỉụrce HOME SUBSCRIBE SEARCH FAQ SITEMAP CONTACT US Enterprise Subscription iTKNOWLEDGE.COM Project Management by Joan Knudson and Ira Bitz AMACOM Books ISBN 0814450431 Pub Date 01 01 91 Search this book Search Tips Advanced Search Previous Table of Contents Next PUBLICATION LOOKUP Negotiating is a useful fallback strategy when you re dealing with a tough customer and feel there s a high risk of not getting what you need. Some people make an entire life-style of negotiating and become very good at it. If you feel you are facing a situation that is too critical to risk negotiating or if you have negotiated and the other party isn t honoring his or her side of the bargain you may decide to move on to the next strategy. Using Coercion Coercion uses a strategy of power imposition. It assumes that the other person has something you want but will yield it only under force. It turns to formal organizational lines of authority to issue orders and get compliance and requires that you know or find out answers to the following questions Who owns the project Usually it is the client. If the original client is no longer there and no owner is apparent who is answerable to the organization for business results that this project supports Is there anyone else at a high enough level who is championing the project or has become visibly connected with it This person s authority is the lever you will use to get compliance. Who has formal authority over the person whose compliance you need Your job is easiest if the person whose compliance you need is under the client s lines of authority. If not the client will have to solve the same set of problems you have just been trying to solve how to get his peer to exert authority over the person whose compliance you need. It is worth noting that the client will have the same set of strategies to choose from influencing negotiating and using coercion. An important political consideration is how far up the owner s line of authority .
