ABSTRACT
Opponents are players who display the following permanent characteristics: they take practically no initiatives for the project; they do not look for agreements and only surrender to force; and their only objective is to make their own project win over the proposed project. Of course a true opponent can also make conditions for the implementation of the project: but in most cases this is ‘to stop the project progressing in order to find time to reach an agreement’. In most of the projects in which the authors have been involved, their main contribution was demonstrating to the client that one of the people who was branded an implacable opponent was in reality a potential ally.
