Chapter 29. Principled Negotiation
Principled Negotiation is a negotiating strategy that relies on improving communications and the creation of win-win options rather than on negotiating tricks. It can be used during requirements analysis, schedule creation, feature-change discussions, and at other times throughout a project. It produces its rapid-development benefit by clarifying expectations and identifying exactly what is needed to set the project up for success. Effective use of Principled Negotiation depends on separating people from the problem; focusing on interests, not positions; inventing options for mutual gain; and insisting on the use ...
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