1. Remember that negotiation is a PROCESS, not an EVENT. Don't be afraid to revisit previous "No's".
2. Always begin with a detailed Project Charter. This will become the foundation for all of your negotiations.
3. Know how your project aligns with key business strategies. Only by aligning with key strategies will you have the power to win negotiations.
4. Agree with Sponsor on the overall priority of your project. You won't want to ask for resources needed on higher priority projects. Knowing the priority of your project will allow you to avoid potentially unsuccessful negotiations.
5. Always reconcile the Charter with the Project Sponsor and the Customer (or Customer advocate). Get both to sign the charter to document agreement. This initial agreement will form the foundation for all future negotiations.
6. Begin every negotiation with common ground. You and the party with which you negotiate both want project success. Start there. Then demonstrate how what you are requesting supports and is necessary for project success.
7. Never make a concession without the other party making one as well. Remember to demonstrate the consequences of each concession and do so using the "Language of Management" ($$$$). Ask for the moon, then give minor concessions.
8. Always be sure you are negotiating with the right person. Sometimes this requires that you go directly to the top, not work up through the various levels. This is dangerous if the previous seven tips have not been followed.
