PMP Training Material
PMP Training Material
Along with handling the programs/projects, also has rich experience conducting
many in-house workshops on Project Management, Agile, and Communication
PMP, ACP Skills.
CIPM, IPMA-D
Also Earned Reputed Technical Certifications from
-IBM
Post Graduate Diploma -Pentasoft
from National Centre for
Information Technology
-Software Technology Park
(NCC, Manchester, U.K.) -SQL Star
Course Coverage
Day 1:
Scope Management
Plan Scope management Process
Collect requirements Process
Define Scope Process
Create WBS Process
Validate Scope Process
Control Scope Process
Course Coverage
Day 2:
Time Management
Plan Schedule management Process
Define Activities Process
Sequence Activities Process
Exercise Precedence diagramming method (CPM)
Estimate activity resources Process
Estimate activity durations Process
Develop Schedule Process
Control Schedule Process
Cost Management
Plan Cost management Process
Estimate Costs Process
Determine Budget Process
Control Costs Process
Earned Value Management (EVM)
Course Coverage
Day 3:
Quality Management
Plan Quality management Process
Perform Quality Assurance Process
Control Quality Process
Communication Management
Plan Communications Management Process
Manage Communications Process
Control Communications Process
Course Coverage
Day 4:
Risk Management
Plan Risk management Process
Identify Risks Process
Perform Qualitative Risk analysis Process
Perform Quantitative Risk analysis Process
Plan Risk response Process
Control Risks Process
Procurement Management
Plan Procurement management Process
Conduct Procurements Process
Control Procurements Process
Close Procurements Process
Close project or phase Process
Stakeholder Management
Plan Stakeholder Management Process
Manage Stakeholder Engagement Process
Control Stakeholder Engagement Process
PMP Application
Step 1
35 hours of project management education
Step 2
Complete the experience requirements for the PMP certification. If you have a college degree, you need three
years of experience as a project manager, with a minimum of 4,500 hours leading and managing projects. If you
have a high school diploma or GED, you need five years of experience as a project manager, with a minimum of
7,500 hours of leading and managing projects.
Step 6
Pay the required examination fee. Computer-based testing fee for existing members of PMI is $405. The computer-
based testing fee for non-members is $555. The examination fee includes the cost of the PMP credential.
Step 7
Schedule your examination date via the www.prometric.com/pmi.
Step 8
Visit the designated test administration center on your scheduled exam date. From the testing center, you will log
into the Prometric website to complete your test.
Step 9
Pass the 200-question examination with a score of 61 percent or higher. The exam consists of five different parts,
including how to initiate the project, how to plan the project, how to execute the project, how to monitor and
control the project and how to close the project. Upon passing the examination, you are awarded your PMP
credentials.
Course Coverage
Project Management
There are a number of approaches for
managing project activities including
• Traditional Approach
• Waterfall Model
• Also called Linear Sequential Life
Cycle Model
• Prince 2
Programs or Projects not necessarily be Benefits and control not possible, if done
related or independent separately and Interdependencies is a major
focus
PPP
Sequence
Start
Organizing and Preparing
Carrying Out
Closure
Cost
Peaks as the work is carried out
Drops rapidly as the project is drawn to close
Stakeholder’s influence
Very high at the start
Stakeholders
Person or organization, actively involved in the project, whose interest may be positively or
negatively affected by the completion/performance of the project
Customer/User
Program Manager
Stakeholder
Person or organization, actively involved in the project, whose interest may be positively or
negatively affected by the completion/performance of the project
Project Manager
Project Team
Functional Manager
Operations Management
Business Partners
Organization Culture and Style
o Projects are influenced by Project environment , Organization Structure, Environmental Factors,
Organizational Process Assets and the maturity of the organization.
o Management Style
o Do managers manage the team by authority and leadership?
o How much feedback is taken from the employees for management decisions
o How the employees views the management authority
o Policies
o Policies, Methods and Procedures
o Organisation Structure
o In order to do the job efficiently, we must know what kind of organization we are in
Organization Culture and Style
• Functional: Hierarchical type of organization
structure wherein people are grouped as per their
area of specialization (Engineering, Marketing,
Sales, QA etc.)
Functional Functional
Project Budget Mixed PM PM
Manager Manager
Part Time
PM Role Part Time (Expeditor/ Full Time Full Time Full Time
Coordinator)
Administrative Staff Part Time Part Time Part Time Full Time Full Time
EEFs
Enterprise Environmental Factors influences the organization, the project and its outcome.
Every organization has to live and work within the EEF.
Government regulation
Market conditions
Infrastructure
External political conditions
And the following are a few examples of internal Enterprise Environmental Factors:
Organizational culture
Type of organizational structure
Internal political conditions
Available resources
OPA
Organizations have Assets which help them in achieving their objectives. Here these assets
are called Organizational Process Assets (OPA).
The first category is for processes and procedures for conducting work, which includes
the following:
Policies
Procedures
Standard template
General guidelines
The second category includes corporate knowledge base for storing and retrieving
information. For example:
Risk register
Lessons learned
Stakeholder register
Past project files
Historical information
??????????
Activities Activities Activities
Develop Project Charter Plan Scope Management Validate Scope
Identify Stakeholders Collect Requirements Control Scope
Define Scope Control Schedule
Activities
Create WBS Control Cost
Perform Quantitative Risk
Analysis Plan Schedule Management Control Communications
Plan Risk Response Define Activities Control Procurements
Plan Procurement Management Sequence Activities Control Stakeholder
Engagements
Plan Stakeholder Management Estimate Activity Resources
Estimate Activity Duration Activities
Activities
Develop Schedule Close Project
Perform Quality Assurance
Plan Cost Management Close Procurement
Acquire Project Team
Estimate Cost
Develop Project Team
Determine Budget
Manage Project Team
Plan Quality Management
Manage Communication
Plan Communication
Conduct Procurement Management
Manage Stakeholder Plan Risk Management
Engagement
Identify Risks
Perform Qualitative Risk Analysis
??????????
Activities (INITIATION) Activities Activities
Initiating processes: Recognizing that a project or phase should begin and committing to do so.
Planning processes: Devising and maintaining a workable scheme to accomplish the business need that
the project was undertaken to address.
Executing processes: Coordinating people and other resources to carry out the plan.
Controlling processes: Ensuring that project objectives are met by monitoring and measuring progress
and taking corrective action when necessary.
Closing processes: Formalizing acceptance of the project or phase and bringing it to an orderly end.
Project Management Processes
The process groups are linked by the results they produce
Finally, the process group interactions also cross phases such that
closing one phase provides an input to initiating the next.
Project Management Processes Interaction
Project Management Processes Interaction
Project Management Processes Interaction
Project Management Processes Interaction
Project Management Processes Chart
Project Management Processes Chart
Processes Summary
Scope Management
Scope Management / Project Scope & Product Scope….
Scope Management / Project Scope & Product Scope
Configuration Management
Activities
Requirements
Prioritization Process
Traceability Structure
to reflect which
requirement
attributes will be captured
on the traceability matrix.
Scope Management / Collect Requirements
Is the process of Defining and Documenting Stakeholders Needs to meet
Project objectives
Scope Management / How We Gather
Interviewing
The team or project manager interviews project stakeholders to identify their
requirements for a specific element of the product or project work, or for the overall
project.
Focus Groups
The focus group technique helps get a specific set of stakeholders' or subject matter
experts' opinions and requirements for the product or an aspect of the project.
The members of the focus group can discuss their ideas with each other, but the
conversation is directed by a moderator.
Facilitated Workshops
Facilitated workshops bring together stakeholders with different perspectives (e.g.,
product designers and end-users) to talk about the product and, ultimately, define
requirements.
Scope Management– Collect Req – How We Gather Requirements
Brainstorming
The purpose of brainstorming is not to get individual thoughts; instead this technique
strives for "group think:'
One person mentions an idea to solve a problem or, in this case, determine scope. That
idea generates an idea from another participant, which leads to yet another idea, and so
on.
Delphi Technique
With this technique, a request for information is sent to experts who participate
anonymously, their responses are compiled, and the results are sent back to them for
further review until consensus is reached.
Mind Map
A mind map is a diagram of ideas or notes to help generate, classify, or record information.
It looks like several trees radiating out of a central core word (see the following diagram).
Colors, pictures, and notations can be used to make the diagram more readable.
Scope Management / Collect Req – How We Gather Requirements
Scope Management / Collect Requirements – Output
Requirement Documentation
Business Requirements (Functional and Non Functional)
Acceptance Criteria
Requirement Assumptions, Dependencies and Constraints
Product Analysis
Includes techniques such as
Product breakdown
Systems Analysis
Requirement Analysis Project Scope Statement
Systems Engineering Describes project deliverables and the work
Value Engineering required to create those deliverables
Value Analysis
It may also contain explicit scope exclusion
that can assist in managing stakeholder’s
expectations
Components
Product Scope Description
Product Acceptance Criteria
Project Deliverables
Project Exclusion
Project Constraints
Project Assumption
Requirement Documentations also needed to refresh about the full It might be helpful to have the
details on the requirements. approved scope with you when
you meet with the customer, so
Scope Management Plan you need the project management
plan (specifically, the scope
baseline).
Scope Management / Control Scope
Process for monitoring the status
of the project and product scope.
Define
Activities
Sequence
Activities
Estimate
Activity
Resources
Estimate
Activity
Duration
Develop
Schedule
Control Schedule
Time Management / Plan Sch Management – How We manage Sched
Process of establishing policies, procedures for planning, managing, executing
And controlling project schedule. It provides guidance and direction on
How schedule will be managed all thru the project. Schedule
Management
Plan
Level of Accuracy
Unit of Measure
Control
Thresholds
Rules of
Performance
Measurement
Reporting
Format
Time Management / Define Activities
Is the process of identifying specific actions to be performed to produce
Project deliverables. Work Packages are decomposed into activities that
Provide a basis for estimating, scheduling, executing, monitoring and controlling the work
What We Need
Prescribed level of details
Mentioned in Schedule
Management Plan, which
Are necessary to manage
the work.
What We Get
Activity List
Activity Attributes: Activity
Identifier, WBS ID, Predecessor
Activity, logical relationship
Milestone List
Time Management / Sequence Activities
Is the process of identifying and documenting relationship/dependencies among project
Activities.
What We Need
Schedule Management Plan, which
tells how the activities may be
Sequenced
Activity List
Activity Attributes:
Milestone List
Project Scope Statement: Product
Scope Description, Deliverables,
Constraints & Assumptions
Time Management / Sequence Activities – How We Sequence
Precedence diagramming method (PDM)
Uses nodes to represent the activities and connects them with arrows that reflect dependencies
and the logical relationships that exist between the activities
Finish-to-start (FS) An activity must finish before the successor can start. This is the most
commonly used relationship. Example: You must finish digging a hole before you can start
the next activity of planting a tree.
Start-to-start (SS) An activity must start before the successor can start. Example: You must
start designing and wait for two weeks in order to have enough of the design completed to
start coding.
Finish-to-finish (FF) An activity must finish before the successor can finish. Example: You
must finish testing before you can finish documentation.
Start-to-finish (SF) An activity must start before the successor can finish. This dependency
is rarely used.
Bottom-up estimating
Work within the activities is decomposed into more details
Estimates are aggregated into a total quantity for each of the activity’s resources
Time Management / Estimate Activity Resources – What we Get
Activity Resource Requirements
Identifies the types and quantities of resources required for each activity in a work package
Determines the estimated resources for each work package by aggregating their
requirements like the types and the quantities
Organizes and reports project schedule data with resource utilization information
Time Management / Estimate Activity Duration
Process of estimating number of work periods required for completing
activities with estimated resources
What We Need
Schedule
Management Plan,
Level of accuracy along
With other criteria
Activity List
Activity Attributes
Activity Resource
Requirements:
Resource
requirement will
have an impact on
the duration.
Scope Statement:
Assumptions and
Constraints are
Important inputs
Time Management / Estimate Activity Duration – How We do
Analogous estimating (Top Down)
Can be done for a project (e.g., the last five projects similar to this one each took eight
months, so this one should also) or an activity (e.g., the last two times this activity was
completed each took three days;
Since we have no other information to go on, we will use three days as the estimate for this
activity and review the estimate when more details become available).
The data can come from historical records from previous projects, industry requirements,
standard metrics, or other sources.
For example, the estimator may use measures like time per line of code, time per linear
meter, or time per installation. (When used in cost estimating, the measures include cost as
one of the variables. So the measures would be cost per line of code, cost per linear meter,
etc.)
Time Management / Estimate Activity Duration – How We do
PERT recognizes uncertainty in estimates of
We calculate the Mean and Standard
durations, it gives rough estimates about final
Deviation using the Three-Point (PERT)
completion.
estimation formulas:
Now what-if analysis can be conducted like
Weighted Mean
what is the probability of completion if project
(O + 4ML + P) ÷ 6
is delayed by certain period of time.
Standard Deviation
Analyzing what could go right and what could
(P-O) / 6 (used for calculating
go wrong can help estimators determine an
probabilities).
expected range for each activity
It reflects the amount of risk in the task
With the three-point technique, estimators
and the severity of the impact of the
give an optimistic (0), pessimistic (P), and
optimistic and pessimistic risks.
most likely (M) estimate for each activity.
Activity Variance
(P – O / 6)2
Reserve analysis
Reserve are created to accommodate for the risks that remain in the project after the risk
management planning processes have been completed.
Time Management / Estimate Activity Duration – How We do
Time Management / Estimate Activity Duration – How We do
Reserve Analysis
• It is recommended to
accommodate the risk associated
with time and cost through the use
of Reserve.
Schedule Baseline is a
component of Project
Management Plan.
Project Schedule
– Graphical representation of
project schedule model.
• Resource Smoothing
• Time constraint takes priority. The objective is
to complete the work by the required date
while avoiding peaks and troughs of resource
demand.
Time Management / Develop Schedule - CPM
Time Management / Control Schedule
The project will be considered a
failure if the schedule baseline-the
end date.
• Modeling Techniques
• What-If Scenario Analysis
• Schedule Network Analysis is performed using the schedule to compute different scenario
Time Management / Control Schedule
Performance Review (TT)
• Modeling Techniques
• What-If Scenario Analysis
• Schedule Network Analysis is performed using the schedule to
compute different scenario
• Simulation
• Involves calculating multiple project duration with different set of
activity, assumption, , usually probability distribution.
• Schedule Compressions
Cost Management
Plan Cost
Management
Estimate Cost
Determine
Budget
Control Cost
Cost Management / Plan Cost Management
Is the process of establishing policies, procedures for planning,
managing, expending and controlling project costs. It provides guidance and
Direction on how costs will be manager all thru the project.
Cost
Management
Plan
How estimate
should be
stated (in
hours or Days)
To what level
of WBS,
estimate will
be made.
Allowable
Thresholds
Cost Management / Estimate Cost
Costs of quality
efforts
Costs of risk
efforts
Costs of the
project manager's
time
Costs of project
management
activities
Overhead costs,
such as
management
salaries and
general office
expenses
Cost Management / Estimate Cost
Cost Management / Determine Budget
Is the process of aggregating the estimated costs of individual activities or work packages to
establish authorized cost baseline.
Cost Management / Determine Budget – How We Do It
Cost Aggregation
Reserve Analysis
Expert Judgment
Historical Relationship
Funding Limit Reconciliation
Output
Cost Performance Baseline
Project Funding Requirements
Project Document Updates
Cost Management / Control Cost
Control means measure, means the
project manager is measuring.
Measurement helps you see if there are
any variances. You can then determine if
those variances require changes, including
corrective or preventive actions.
If it is an index, it is EV
divided by something.
For variances
interpretation: negative is
bad and positive is good.
Deming
Advocated the
Plan-Do-Check-Act cycle as the basis for quality
improvement.
Philip Crosby
Advocated Prevention
over Inspection. He believed that quality is
“Conformance to Requirements:‘
Scatter Plot
Control Chart
Plan /Analysis of what needs to be improved by change / Decision on what should be changed.
Check /Control and Measurement of processes and products in accordance to changes made in previous steps and in
accordance with policy & goals.
Act /Adoption or Reaction to the changes or running the PDCA-cycle through again.
Quality Management / PDCA Example
Plan
Let’s say you are building a website. First put down a plan on what you want to do along with
rough sketches in a document. Think thoroughly on various aspects of web designing, like the
features you want to include, like adding a newsletter module, a contact form and so on. Make
sure that it is all in writing.
Do
Whether you outsource it to a professional or do develop the website yourself is your choice. As I
said earlier, this is a very simple step. But, the do part must reproduce what the plan step states.
Check
After the website is developed. Compare the plan with what you have on hand; there will be gaps
which you need to bridge in the next step. Apart from this, analyze for any improvements that
can be made like adding Ajax forms instead of a normal one. Document the gaps and the
improvements that you wish to make in the same document.
Act
Like the do step, perform the delta and the improvements listed in the document.
Quality Management / Quality Concepts
Precision
To state that the results are precise
implies that the measurements are
consistent with very little variation.
Accuracy
To state that the results are
Example accurate means that they are
Last year I decided to get a game console for my son. correct. This may be in terms of
achieving the desired result or
When he first started playing the archery game, arrows were being able to be measured
flying everywhere and there was no consistency to my correctly.
results - I was neither precise nor accurate.
Create project
specific standards
Determine what
work you will do
to meet the
standards
Quality Management / Plan Quality Management
Inputs
Project Scope Statement
Work Break Down Structure
WBS Dictionary
Schedule Baseline
Accepted Schedule
Performance Measures,
Tools & Technique including start and finish dates
-Cost of Quality
Prevention Cost (Build a Quality Product) – Cost of Conformance Cost Baseline
Training / Document Process / Equipment Accepted Time Interval being
used to measure cost
Appraisal Cost (Assess the Quality) – Cost of Conformance performance
Testing / Inspection Stakeholder Register
Internal Failure Cost (Failures found by the project) – Cost of NC Risk Register
Rework / Scrap
Requirement Documentation
External Failure Costs (Failures found by the customer) – Cost of
NC
Liability / Warranty Work / Lost Business
Quality Management / Plan Quality Manag-Seven Basic Tools
3 or 6 Sigma
Sigma is another name for standard deviation. 3 or 6 sigma
represents the level of quality that a company has decided to try to
• Histograms provide three very
achieve.
important pieces of information
about distributions of data values: At 6 sigma, less than 1.5 out of 1 million doors produced will have a
• Shape problem.
• Central location
• Spread At 3 sigma, approximately 2,700 will have a problem.
• (How different the values At 6 sigma represents a higher quality standard than 3 sigma.
are from each other and
from the middle). 3 or 6 sigma are also used to calculate the upper and
lower control limits in a control chart, described earlier in this
chapter.
Quality Management / Plan Quality Manage-Seven Basic Tools
Run Charts Run charts are graphs of data over time and are one
of the most important tools for assessing the
effectiveness of change.
• Data is displayed as a
collection of points, each
having the value on the
horizontal axis and on the
Positive correlation vertical axis.
Both variables move in the same direction. In other
words, as one variable increases, the other variable also • Suggests various kinds of
increases. As one variable decreases, the other variable
correlations :
also decreases. i.e., years of education and yearly salary
are positively correlated. • Positive (Rising)
• Negative (Falling)
Negative correlation • Null (Uncorrelated).
The variables move in opposite directions. As one variable
increases, the other variable decreases. As one variable
decreases, the other variable increases.
i.e., hours spent sleeping and hours spent awake are
negatively correlated.
Quality Management / Perform Quality Assurance
A group outside the project, such as a
quality assurance department,
usually handles this assessment on a
project.
The tool is commonly used within project management and allows large
numbers of ideas stemming from brainstorming to be sorted into
groups, based on their natural relationships, for review and analysis
Tree Diagram
Also called Systematic Diagram, Tree Analysis, Analytical Tree,
Hierarchy Diagram
The tree diagram starts with one item that branches into two or
more, each of which branch into two or more, and so on. It looks
like a tree, with trunk and multiple branches.
Perform Quality Control is the process of ensuring a certain level of • Identification of Corrective and
quality in a deliverable, whether it be a product or service. Control Preventive Action to bring future
means measure, and that is the major function of the Perform project performance in accordance
Quality Control process. It measures products or services to to project requirements
determine whether they meet the quality standards.
Quality Management / Control Quality
Input TT
Quality Management Plan, describes how quality • Seven Basic Quality Tools
control will be performed
• Statistical Sampling
Quality Metric describes a project attribute and how • Samples are selected and tested as defined
it will be measured. Some examples; Function Points, in Quality Management Plan
Mean Time Between Failures and Mean Time to
Repair • Inspection
Quality Checklist, structured list that help to verify • Approved Change Request Review
that work of the project and its deliverables fulfills a • All approved change requests should be
set of requirements reviewed to verify that they were
implemented as approved
Work Performance Data
• Planned Vs Actual Technical Performance Output
• Planned Vs Actual Schedule Performance • Quality Control Measurements
• Planned Vs Actual Cost Performance
• Validated Changes
Approved Change Requests • Any repaired or changed items are
inspected and will be accepted or
Deliverables rejected.
Human Resource Management / Plan HR Management
Includes the
Processes that
Organize,
Manage, and
Lead the project
team.
The process of
identifying and
documenting
Project Roles,
Responsibilities,
and Required
Skills, Reporting
Relationships,
and a Staffing
Management
Plan.
Communication Management / Plan Comm Manag.
The key benefit of this process is that it identifies and documents the approach to communicate
most effectively and efficiently with stakeholders.
Communication Management / Plan Communication
Manag. Sender, Receiver, and Messages are the
element of communication
Acknowledging involves the receiver informing the sender they have received the message.
Feedback implies the message was not only received and decoded, but the message from the Sender was
understood.
Communication Management / Plan Commu Manag.
o How any sensitive or confidential information is communicated and who must authorize this
o The flow of project communications, any constraints, internal or external, which affect project
communications / An escalation process for resolving any communication-based conflicts or issues
Communication Management / Manage Communications
The key benefit of this process is
that it enables and efficient and
effective communication
flow between project
stakeholders.
Control
communication may
also trigger an
iteration of Plan
Communication
Management and/or
Manage
Communication
Process.
Specific communication elements, such as Issues or KPI may trigger and
immediate revision.
• Cost "Because the hardware may arrive later than planned, we may need to extend our lease on the
staging area at a cost of $20,000:‘
• Quality "The concrete may dry before winter weather sets in, allowing us to start successor work
packages earlier than planned:‘
• Scope "We might not have correctly defined the scope for the computer installation. If that proves
true, we will have to add work packages at a cost of $20,000:'
Risk Management / Identify Risks
In this process, risks for the
project are identified.
Diagramming Techniques
Some of the tools described in the Quality
Management chapter can also be used to
analyze the root causes of issues. These include
cause and effect diagrams and flowcharts.
When used as part of risk identification, they
help identify additional risks for the project.
Risk Register
List of risks
Risk Register List of potential responses
The risk register is where most of the risk
Root causes of risks
information is kept. Think of it as one document
Updated risk categories You
for the whole risk management process that will
be constantly updated with information as Identify Risks
and the later risk management processes are completed.
The risk register becomes part of the project documents and
is included in historical records that will be used for future projects.
Risk Management / Perform Qualitative Risk Analysis
Qualitative Risk Analysis is
a subjective analysis of the
risks identified.
Therefore, organizations
frequently have a standard
rating system to promote a
Risk Data Quality Assessment common understanding .
Assessment of the accuracy and reliability of the data and determine
whether more research is needed to understand the risk before a qualitative assessment can be done.
A risk data quality assessment may include determining the following for each risk:
• Extent of the understanding of the risk
• Data available about the risk
• Quality of the data / Reliability and integrity of the data
Risk Management / Perform Qualitative Risk Analysis
Risk Categorization
Examines the questions of,
"What will we find if we
regroup the risks by
categories? By work
packages?"
Sensitivity Analysis.
This involves analysing the project to determine how sensitive is to particular risks by analysing the
impact and severity of each risk.
• Mitigate
Reduce the probability or the impact of a threat, thereby
making it a smaller risk and removing it from the list of top
risks on the project.
The choices of response strategies
for OPPORTUNITIES include: • Transfer (Deflect, Allocate)
• Exploit Make another party responsible for the risk by purchasing
The reverse of avoid, add work insurance, performance bonds, warranties, or guarantees or
or change the project to make sure the by outsourcing the work.
opportunity occurs.
• Risk Register
Output
The Procurement Management Plan
A plan to manage those procurements.
The Procurement Management Plan
describes
• How the procurement process will be
planned
• Executed,
• Controlled
Actual Cost + Target Fee + ((Target Cost - Actual Cost) * Share Ratio)
To select a seller:
• The buyer may simply select a seller and ask them to sign a standard
contract.
• The buyer may ask a seller to make a presentation and then, if all goes
well, move on to negotiations.
• The buyer may narrow down ("short-list") the list of sellers to a few.
• The buyer may ask the short-listed sellers to make presentations, and
then ask the selected seller(s) to go on to negotiations.
• The buyer can negotiate with more than one seller.
• The buyer can use some combination of presentations and
negotiations.
Independent Estimates
The buyer may compare the seller's proposed cost with an estimate created in-house or with outside
assistance. This allows the buyer to discover significant differences between what the buyer and
seller intend in the procurement statement of work.
Procurement Management / Conduct Procurements
Negotiation
Obtain a fair and reasonable price.
Develop a good relationship with the seller.
Negotiation Tactics
Attacks "If your organization cannot manage the details of its own
operations, perhaps it should get out of the business!“
Personal Insults "If you do not understand what you are doing, perhaps
you should find another job!“
Good Guy/Bad Guy One person is helpful to the other side, while
another is difficult to deal with.
Deadline "We have a flight leaving at 5 p.m. today and must finish
negotiations before that time:‘
Limited Authority "I can't agree to shorten the schedule by six months.
I have only been authorized to offer three months:' Limited authority
statements mayor may not be true.
Procurement Management / Conduct Procurements
Negotiation Tactics
Missing Man "Only my boss can agree to that request, and he isn't here.
Why don't we agree to only do __ ? I can agree to that:'
Fair and Reasonable "Let's be fair and reasonable. Accept this offer as it
stands:'
Delay "Let's revisit this issue the next time we get together:' This may also
take the form of never actually getting down to negotiating until the last
day of a planned visit.
• Review Invoices
• Resolve Disputes
• Report Performance
Engage stakeholders.
Talk to your stakeholders throughout
the project to ensure a common
understanding.