Cutter Consortium

Negotiation Bootcamp: Effective Techniques for Software Managers

General Overview:
Software project managers face difficult negotiations involving tight deadlines, budgets, and changing scope. Often, these factors set up project conditions with difficult odds for success. In this workshop, which is derived from the Harvard Method of Negotiation and the best-selling book Getting to YES, Michael Mah will show you how to break the cycle created by hardball positional tactics by using metrics and measurement to establish criteria for fairness on deadlines, budgets, and scope. Michael will also show you how to enhance communication when dealing with difficult people and situations. He employs hands-on exercises and examples based on actual projects.

Leader: Michael Mah
Length of workshop: 1 day

Workshop Goals:
In this full-day workshop, you'll discover how to apply mutual gains negotiation to improve working relationships, enhance your effectiveness, make better deals, and break through project stand-offs and deadlocks. You'll learn how to:

  • identify alternatives to "positional" bargaining;
  • focus on underlying interests and agendas;
  • use metrics to address legitimacy, credibility, and power;
  • create multiple options and alternatives; and
  • enhance communication when dealing with difficult people and situations


For more information on bringing this workshop to your organization, contact Dennis Crowley by phone at +1 781 641 5125, by fax at +1 781 648 1950, or by e-mail at sales@cutter.com.
Negotiation Bootcamp: Effective Techniques for Software Managers