ExpertHard1 markMultiple Choice
PMP · Question 35 · Task 8: Negotiate project agreements
A project manager is preparing for a complex negotiation with a client regarding a scope change. Which TWO actions should the PM take during the preparation phase?
A project manager is preparing for a complex negotiation with a client regarding a scope change. Which TWO actions should the PM take during the preparation phase?
Answer options:
A.
Determine the BATNA (Best Alternative to a Negotiated Agreement).
B.
Prepare a script to read during the meeting.
C.
Refuse to meet until the client agrees to the price.
D.
Analyze the client's priorities, constraints, and underlying interests.
E.
Tell the team the change is already approved.
How to approach this question
Select the standard negotiation preparation steps: Know yourself (BATNA) and Know your opponent (Analysis).
Full Answer
A,D
Preparation is 90% of negotiation. Identifying your BATNA ensures you don't accept a bad deal. Analyzing the other party helps you craft a good deal.
Common mistakes
Thinking preparation means writing a script (B).
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