Negotiations in project sales and delivery process: An application of negotiation analysis

The manager chose two people from her own department to work on the project. She also asked a programmer from data processing to join her team. They met, discussed the project, and decided upon a schedule and deadlines. Then the manager assigned her two employees specific responsibilities. One was asked to design reports that would meet the treasurer’s criteria. The other was asked to define file requirements and changes in input. The two were to meet periodically with the programmer to discuss program changes. The manager’s area of responsibility was to ensure that each employee’s goals were being met and that each phase was being completed on.

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