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“A Consultant’s Viewpoint and Relationships” Please respond to the following:
Read and reflect upon the “Top Ten – Considerations for Evolving into the Role of a Consultant” in Chapter 5 of Roberts’ text. Propose three (3) actions that IT professionals should undertake in order to successfully achieve the Top Ten. Determine the single most paramount consideration, and justify your selection.
As an IT professional who may face differing and competing priorities from business units, suggest one (1) strategy for negotiating an achievable project scope without damaging the relationship with business units. Support your answer with the steps that you would take in order to implement your strategy.

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Top 10
Considerations for Evolving into the Role of Consultant
1. 10. Stop making assumptions. Paraphrase to check your understanding. Own the
2. 9. If you call a meeting, make it a good one.
3. 8. If you’re not bringing enthusiasm to work, you may be draining it from others (if you
don’t like what you’re doing, it shows).
4. 7. Ask good questions—uncover the issue instead of rushing in with a fix.
5. 6. Learn diplomacy—be respectful even when you don’t agree.
6. 5. Deliver your message in way that others can hear it—avoid appearing arrogant and
7. 4. Talk about what you can do, not what you can’t—clients don’t want to hear excuses;
they want help solving their problem.
8. 3. If trust breaks down, you need to address it head-on—ask your client what it will take
to rebuild the relationship.
9. 2. Educate clients to be better consumers of technology—you can play a huge role in
increasing their confidence in your services.
10. 1. When you take the position of being right, it implies someone else is wrong—or worse,
an idiot. Instead, take time to listen so you can understand the other’s perspective first.
Top 10 Approaches for Getting What You Want without Damaging the Relationship
10. Remember Benjamin Franklin’s words: “If you fail to prepare, you prepare to fail.”
9. The single-answer approach inhibits creating options. Be flexible and open to various options.
8. Relationships and rapport count.
7. Know your preferred negotiation styles.
6. Be clear on which of the four bargaining situations you are negotiating within.
5. The cheapest concession to give the other party is to listen to them.
4. Don’t close the negotiation door by saying “no”; disagree diplomatically.
3. Be prepared to recognize tactics during bargaining and to counter them effectively.
2. Be aware that you negotiate every day, within your IT team and with clients, and learn from
each experience.
1. The benefits of effective negotiations: You improve the chances you will get what you need
and want, and you’ll keep your client relationship solid.

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