Power and politics

"What's in it for me?" (WIIFM)

• When dealing with stakeholders, project manager must consider WIIFM.


• Always remember WIIFM when trying to influence people.
  

The rule of reciprocity - by doing favors for others when it is appropriate, you build a “bank account” that you can draw on when you need something from others.

Deal with resistance - “I understand that you have some concerns about .... What would I have to do to convince you that ...?”

negotiation - do

• Choose a neutral setting in which to discuss the problem.
• State your desire to resolve the conflict to both parties' satisfaction.
• Deal with the issue, not the person.
• Demonstrate your understanding by rephrasing what the other person has said.
• State what you want as a request, not as a demand.
• Ask what the other party wants of you. If you cannot or will not comply with the other party’s request, make a counterproposal.
• Work on one issue at a time. Begin with the one on which you are most likely to reach agreement.
• Once an agreement has been reached, ask the other party if there is anything that could prevent their complying with the agreement. Ask the same question of yourself. If there are any potential obstacles, try to find contingencies.Always give the other party a chance to save face.

negotiation - don't

• Don't assume that you know the other party's motives, intentions, thoughts, or feelings.
• Don't try to change the other party’s values. You can, however, ask that they take certain actions, consider certain consequences, etc.
• Don't think that the other party is bad/mad/crazy/evil just because you have a difference.
• Don’t rush the process. Conflicts resolved in haste may come back to haunt you later.
• Don’t make promises you can’t keep. If you need to check with somebody before making an agreement, say so, and reconvene the meeting afterwards.