NEGOTIATION

In addition to PM training of all types, I highly recommend that PMs either get training in negotiation techniques or self-educate themselves on the topic via books, audio CDs, etc. There are too many choices in this category to list, but I'll take a whack at a few of my favorites in my Recommended Reading section later this week.

Negotiation skills and political savvy are key characteristics of successful project managers - and that doesn't mean successful PMs are untrustworthy snakes or would haggle their mothers away for a contract concession from a vendor. What it means is that good-to-great PMs are totally aware when negative negotiation and political games are being played and know how to mount an effective counter to them.

One thing that always makes me chuckle when thinking about my own training in negotiation tactics were some of my fellow students who decried some of the techniques we were being taught - so boorish, so unethical, so...slimy.... The instructor, a wise old sage, remarked, "You need to know about these techniques because I don't expect you to use them, but I do expect you to recognize when they are being used on you and to give the proper counter-response."

Like I said, a wise old sage.