12.7. Key Terms

Key Terms

  • Develop Results Based on Standard Criteria: The standard criterion is the success of the project. This implies that the parties develop a common definition of project success.
  • DISC Method: Which rates people’s personalities by testing a person’s preferences in word associations in the following four areas: Dominance/drive, Inducement/ influence, submission/steadiness and, compliance/ conscientiousness.
  • Emotional Intelligence: This is an important part of the project manager’s ability to build trust among the team members and with the client. It is an important factor in establishing credibility and open dialogue with project stakeholders.
  • Focus on Common Interests: By avoiding the focus on differences, both parties are more open to finding solutions that are acceptable.
  • Generate Options That Advance Shared Interests: Once the common interests are understood, solutions that do not match with either party’s interests can be discarded, and solutions that may serve both parties’ interests can be more deeply explored.
  • Myers-Briggs Type Indicator (MBTI): It is a tool that can be used in project management training to develop an awareness of preferences for processing information and relationships with other people. Myers-Briggs identifies 16 personality types based on four preferences derived from the questionnaire.
  • Separate People From The Problem: Framing the discussions in terms of desired outcomes enables the negotiations to focus on finding new outcomes.



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Essentials of Project Management Copyright © 2021 by Adam Farag is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.

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