Negotiation: A way of life for Project Manager

Negotiation is something that we are doing from our infancy. We negotiate with our parents when we are just 5 months old…if you don’t give me attention I am going to cry more …else I will give a smile. Yes we all did that and we have done numerous other kinds of negotiation in our life. When it comes to professional life we have done it for salary or getting a better deal or just to buy a product at a better price. PMP exam does test negotiation skill of a Project manager. Project Manager has to negotiate for more fund , best resource, deadline extension , scope change, contracting etc. PMBOK latest edition has specific chapter on procurement negotiation. Few sample questions.

1) Which is a tool and technique for Acquire Project Team?
a. Compromising
b. Confrontation
c. Soothing
d. Negotiation

2) Where Project Manager’s Negotiation skill makes a great impact for the project.
a. Price negotiation with external Vendor
b. Deciding scope of work in the project charter
c. Selecting project in a performing organization from a list of potential projects
d. Getting a competent staff from functional manager

3) As a project manager you are authorized by the company to negotiate cost with external vendor for supply of raw material for your state of the art product. Which is the best type of negotiation in such condition?
a. Loose-Loose
b. Win-Win
c. Win-Loose
d. Loose-Win

4) Which is the best definition of negotiation?
a. Finding a way for all parties to gain something they value from the resolution of a position of conflict.
b. A process where one wants to gain more from other party by exerting its power.
c. This is a process of giving and taking.
d. It is a method to influence other for a bargain deal.

5) Six basic parts of negotiation are
a. Introduction, argument, influence, disagreement, conclusion and close
b. Preparation, discussion, regroup, resolution, reach consensus and close
c. Start, discussion, argument, disagreement, consensus and close
d. Start, discussion, regroup, disagreement, force consensus and close







1) d.
2) d.
3) b.
4) a.
5) b