Episode 9 (I): Negotiating Contracts
PM Insights Unplugged – PMI New Zealand Podcast
Contracts may only take a few meetings to negotiate, but their impact on a project can last for years. In this episode of PM Insights Unplugged, host Silke Deul sits down with Elizabeth (Liz) Hector, a seasoned project manager, PMP, PMI volunteer leader, and founder of Project Skills Mentor and the Women in Projects Network.
Together, they unpack why negotiation and contract management are essential skills for project managers—whether you’re handling multi-million-dollar agreements or small supplier deals. Liz shares her experiences from IBM, Shell, NGOs, and global projects, explaining how preparation, research, cultural awareness, and good governance make all the difference.
Key themes include:

Why project managers should understand contract mechanics—even if they aren’t the lead negotiator
The importance of research, persuasion, and listening skills in negotiations
How to balance win-win outcomes with protecting project scope, budget, and timelines
Cultural considerations when negotiating across regions and industries
Building governance and flexibility into contracts for both waterfall and agile projects

Whether you’re new to negotiations or looking to sharpen your skills, this conversation highlights practical strategies, pitfalls to avoid, and why “Kiwi style” handshake deals may not always be enough.
Host: Silke Deul
Guest: Elizabeth Hector
Liz’s LinkedIn: https://www.linkedin.com/in/lizhector/
Liz’s Links:
https://projectskillsmentor.com/project-skills/how-to-negotiate-anything-from-concept-to-contract
https://projectskillsmentor.com/mentoring/how-to-coach-negotiation-skills

#ProjectManagement #Contracts #Negotiation #PMInsights #Leadership #PMI

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