IT Negotiators : What’s your approach?

The IT and software industries appear to be collaborative in projects in house and among organizations as they plan and negotiate for mutual benefit. Yet individual negotiators do not always proceed with the same thought patterns or even with success. This article sheds some light on how skilled, aware negotiators can better match up their thinking to avoid communication and process failures. The research behind this article shows that those with greater decision making authority and experience have more ways of thinking about negotiation than others. nonPeerReviewed