Negotiation

Negotiation is a structured process in which stakeholders resolve differences and seek a shared agreement.

Participants compare goals, needs, constraints, and priorities. Therefore, they can identify conflicts and evaluate possible trade-offs.

In requirements engineering, stakeholders may negotiate scope, costs, risks, quality goals, and delivery dates. For example, they may balance stronger security against easier system access.

First, participants define the issue and relevant decision criteria. Next, they compare possible solutions. Then, they document the selected option and its rationale.

Prioritization, workshops, prototypes, and decision matrices can support the process. Moreover, clear language and measurable criteria reduce ambiguity.

If stakeholders cannot reach agreement, an authorized decision-maker may resolve the issue. However, teams should still record the different positions and their consequences.

Effective negotiation creates clear commitments, supports informed decisions, and reduces future conflicts.