Building a Library high-risk, high-stakes situations…


The art of managing a library building project is complex. It is an opportunity to review the library’s overall strategy for service delivery.

According to Harvard Business Review, Extremis Negotiation

“Strategy 1: Get the Big Picture”

“Start by soliciting the other person’s or group’s point of view. Use what you learn to shape the objectives of the negotiation and to determine how you’ll achieve them.”

“Strategy 2: Uncover and Collaborate”

“Learn the other party’s motivations and concerns. Propose multiple solutions and invite your counterparts to improve on them. ”

“Strategy 3: Elicit Genuine Buy-In”

“Use facts and the principles of fairness, rather than brute force, to persuade others. Arm them with ways to defend their decisions to their critics, and create useful precedents for future negotiations.”

“Strategy 4: Build Trust First”

“Deal with relationship issues head-on. Make incremental commitments to encourage trust and cooperation.”

“Strategy 5: Focus on Process”

“Consciously change the game by not reacting to the other side. Take steps to shape the negotiation process as well as the outcome.”

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