This topic is of great interest to me due to my academic curiosity on how one can
develop the skills of influencing and negotiating within a diverse project management
environment, navigating the cultural differences while successfully negotiating and achieving a
positive outcome.
Explanation of key concept
Influencing and negotiation are two important concepts in global project management as
the two are the ability to impact the outcome of a project. While influencing involves the art of
persuasion and motivation to get people on a project to have the same goals and objectives,
negotiation entails communicating and compromising with each other to reach a mutually
acceptable agreement. Therefore it is imperative that project managers adapt and structure their
influencing and negotiating tactics so that they align with the diverse cultural backgrounds and
organizational environment. Thus, understanding the different communication styles and culture
of the team will help project managers to navigate and engage effectively with global project
teams fostering an environment that is collaborative, trustworthy, embraces diversity and
motivated to have a successful project outcome.
Major Article Summary
In this article by Dharshini and Sai Yashas, (2020), the authors researched and discussed
the importance of having a negotiation process that is effective and aligns with achieving success
within project management. The authors made note that having the right negotiation skills are of
utmost importance in navigating environments that are culturally diverse and complex within
itself so that the ultimate goal and project objectives are met. They believe that being prepared,
utilizing effective communication and problem solving skills and having a negotiation process
that is structured will produce positive outcomes.
Relationship of cited work to the above explanation and how it relates specifically to the
content in the module.
The article by Dharshini and Sai Yashas, (2020) aligns with the explanation provided
about influencing and negotiation in global project management as they both explain and
emphasizes the importance of having influencing and negotiating skills to achieve project
success. The article delves into the importance of negotiating effectively and how this is an
essential skill that project managers need to have in order to manage conflicts and navigate
diverse and complex project environments. In a similar way the explanation provided highlights
the importance of using tactful persuasion and motivation to influence project stakeholders so
that everyone's objectives are aligned with the project. It also highlights the importance of
negotiation which involves effective communication and compromise in order to reach a mutual
agreement. Thus both the explanation and the article emphasizes the need for project managers
to adapt to the environment that they are in and to adapt to the different ways of influencing and
negotiating because a “ one fit all” approach will not work. Project managers need to understand
the different cultures within global project teams and adjust the way in which they communicate
and use influencing and negotiation strategies.
Relationship of cited work to the other 4 works researched.
The relationship between the cited article and the four other works researched is that they all
emphasize and discuss the essential role of effective negotiation and influencing in project
management and the importance of having negotiation skills at different levels of the project.
The article written by Dharshini and Sai Yashas, (2020), the authors stresses the importance of
having an effective negotiation process hounding in on the fact that negotiation skills are critical
in managing conflicts and building collaborative relationships with stakeholders. Similarly,
Ahmad et al., (2022) delves into the different leadership styles project managers use and the
influence it has on project success whether directly or indirectly indirectly. The authors pointed
out the importance of leaders having negotiation skills in order to achieve project objectives. The
article written by George, (2020) highlights how significant negotiation is in managing project
conflicts as project managers require negotiation skills to mitigate conflicts and reduce the
impact this disruption may have on project success. Pérez-Yus et al., (2020) focus on variables
associated with negotiation effectiveness, suggesting that mindfulness can enhance negotiation
outcomes, providing insights into strategies for improving negotiation skills among project
managers. Lastly, Zuofa and Ochieng, (2021) investigate barriers to project delivery in virtual
teams, indirectly highlighting the importance of negotiation skills in overcoming communication
and collaboration challenges in virtual environments. Together, these articles emphasize
negotiation as a critical skill for project managers to navigate complexities, resolve conflicts, and
achieve successful project outcomes.
Annotated Bibliography
Ahmad, M. K., Abdulhamid, A. B., Wahab, S. A., Pervaiz, A. N., & Imtiaz, M. (2022). Direct
and indirect influence of Project Managers’ Contingent Reward Leadership and
empowering leadership on Project Success. International Journal of Engineering
Business Management, 14. https://doi.org/10.1177/18479790211073443
The authors all have PhDs and Masters in their respective fields and have written and published
various articles including project management, leadership, strategic management among others.
This article examines the direct and indirect effect of leadership styles adopted by project
managers on project success. The authors examine motivation, team dynamics and negotiation
skills as important factors that can help achieve project success. Through their research and
investigation the authors provided a better understanding to their audience on the importance of
leadership in project management and highlighted.
Crispin, G. (2020). The Management of Project Conflicts Through Effective Negotiation.
International Journal of Scientific Research & Engineering Trends , 6(1), 434–439.
George Crispin is a researcher and author who have written and published various articles on
topics such as Strategic Planning, project management, business development, leadership among
others. In this article the author explores different ways in managing project conflicts by utilizing
effective negotiation techniques. He draws on principles of negotiation theory, and discusses the
importance of identifying and addressing conflicts proactively to prevent project delays and
disruptions. He noted that by utilizing effective negotiation strategies, project managers can
resolve conflicts in a peaceful manner and promote collaboration among team members. The
article provides insights into practical approaches for handling project conflicts and emphasizes
the role of negotiation skills in successful project management.
Dharshini , G. M., & Sai Yashas, G. M. (2020). A good negotiation process leads to success in
Project Management. International Journal of Engineering Research And, V9(05), 1327–
1333. https://doi.org/10.17577/ijertv9is050835
Dharshini is a data analyst and Sai Yashas has a degree in Computer Science. The authors
discuss the importance of using effective negotiation processes to achieve project success. They
focus on the role of negotiation skills in facilitating collaboration, resolving conflicts, and
achieving project objectives. The authors provided real-world examples and theoretical
frameworks, to get the readers to understand the importance of structured negotiation processes
and the impact of negotiation on project outcomes. The article highlights the value of negotiation
skills for project managers and offers practical recommendations for improving negotiation
processes in project management contexts.
Pérez-Yus, M. C., Ayllón-Negrillo, E., Delsignore, G., Magallón-Botaya, R., Aguilar-Latorre,
A., & Oliván Blázquez, B. (2020). Variables associated with negotiation effectiveness:
The role of mindfulness. Frontiers in Psychology, 11, 1–13.
https://doi.org/10.3389/fpsyg.2020.01214
Maria Perez -Yus and Esther Ayllón-Negrillo, Rosa Magallón-Botaya and Bárbara Oliván
Blázquez are Assistant Professor and Professor at University of Zaragoza. Gabriela Delsignore
has a degree in Sociology from the Universidad de la República and a Master’s in International
Management at the University of St. Thomas. Alejandra Aguilar Latorre has a PhD and is
currently a researcher at the Institute for Health Research Aragón. They have written and
published various articles on negotiation and mediation within the context of project
management.This article investigates the variables associated with negotiation effectiveness,
focusing on the role of mindfulness. Through research and analysis, the authors explore how
mindfulness practices influence negotiation outcomes. By examining the relationship between
mindfulness and negotiation effectiveness, the article sheds light on the psychological factors
that contribute to successful negotiations.
Zuofa, T., & Ochieng, E. G. (2021). Investigating barriers to project delivery using virtual teams.
Procedia Computer Science, 181, 1083–1088.
https://doi.org/10.1016/j.procs.2021.01.304
Tarila Zuofa is an academic researcher from University of Westminster who has written,
published and contributed to various research topics including Project management & Integrated
project delivery. .Edward Ochiengis has a PhD and is a Professor of Project Management and
Head of Project Management Programmes. He has conducted various research focused on
project management. This article delves into the barriers encountered in project delivery when
utilizing virtual teams. The authors examine these barriers and provide insights into effective
strategies for overcoming these barriers and enhancing the performance of virtual teams in
project management. They indirectly highlighted the significance of negotiation skills in
overcoming collaborative and communication barriers.
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