Saying “No” the right way

A colleague of mine, Schalk Klee, has a couple of posts of interest (Schalk’s blog is here).  I had forgotten to link to his original post on saying “No” as a PM (here), so his follow up post on when and how to say “No” (here) was an appreciated reminder.  Schalk highlights the balance that must be struck:

We all know that good scope management and customer focus are both critical success factors for value adding projects and in a professional service environment there is always the sales focus as well.  How do I balance this?

This is where I believe the art of making a deal comes into play.  This is a skill that a “good” project manager has to develop.  How do I give my client what they want without putting myself into a worse position?  Creative thinking, negotiation tactics and customer focus all need to be combined. 

Deal-making and negotiation skills are not emphasized enough in most PM career paths; frankly, I could stand brushing up on them myself!

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