ABSTRACT
The objective of good negotiating skills is to be able to assess the situation and hold project stakeholders emotions in check while getting what project stakeholders need. There are two components to keep in mind when negotiating: the logical component and the emotional component. Negotiation, like conflict management, should be conducted in an ethical and principled manner. Project stakeholders do, however, need to be aware of other methods that people will try to use to gain advantage. Conflicts in meetings can be very productive, if managed, or very disruptive if not managed. However, if the conflict does get out of hand, then the meeting can get out of control. As a result, all of the time spent by everyone in the meeting could be compromised. The best way to deal with a conflict in a negotiation is to hold project stakeholders emotions in check. It is easy to get caught up in defend-attack behavior.
