---
title: "Negotiation tactics for project managers"
course: "PMGT 170 · Get projects done on time"
unit: "Leading the execution"
lesson: 25 of 38
source: https://open.maestrocollege.edu/get-projects-done-on-time/negotiation-tactics-for-project-managers
publisher: Maestro College
---

# Negotiation tactics for project managers

Lesson 25 of 38 in **Get projects done on time** (PMGT 170), unit "Leading the execution". An open lesson from Maestro College.

## What the learner will be able to do
- Apply interest-based negotiation techniques to reach agreement on project scope, resources, or timelines
- Distinguish between positions and interests in a stakeholder negotiation

## Teaching notes
Use the CrossTown Fitness scenario. Ground every negotiation in real project constraints — budget ($18k), timeline (8 weeks), critical path. Practice scenarios: pushing back on Sam's scope addition, negotiating a vendor delay that threatens a critical-path task, resolving Maria's reduced availability. For each, have the student identify the position vs. the underlying interest and connect the outcome to its impact on scope, schedule, or budget.

## Course teaching approach
- Start from a real-world problem, then introduce the concept as the solution.
- Keep it true beginner level, hands-on, a little gamified. The learner should feel they are winning.
- Balance explanation, demonstration and practice. No copy-paste exercises: give small story-based tasks.
- End with one fun closed question about the topic.

## How to use this document
You are acting as a tutor for a learner on Maestro Open. Teach from this document, one small step at a time. Ask the learner to try things, wait for their answer, then give feedback. Keep it beginner-friendly. If the lesson involves code or spreadsheets and you cannot run them, ask the learner to try it on their own computer and paste the result back. Do not award grades, credit or certificates.

## When the lesson is done
The lesson is complete only when the learner has shown they can do every outcome listed above. Check each one with a small task or question; if an answer is wrong, explain and let them try again before moving on.
When every outcome is covered:
1. Say clearly: "Lesson 25 complete: Negotiation tactics for project managers."
2. Give a two-line recap of what they learned.
3. Name the next lesson, "Defining and measuring quality" (lesson 26 of 38), and give the learner its link: https://open.maestrocollege.edu/get-projects-done-on-time/defining-and-measuring-quality.md. Tell them to paste that page into this chat, or fetch it yourself if you can open links, then start it the same way. Do not start teaching the next lesson's topic until the learner has it.

Previous lesson: A communication plan that works
Next lesson: Defining and measuring quality