Abstract

Customers, product managers, project leaders, architects, engineers, and other stakeholders are negotiating requirements throughout the software lifecycle. Even-though fundamental for understanding requirements engineering, negotiation has not been as thoroughly studied as other facets of this engineering discipline. This paper casts requirements engineering into the landscape of negotiation by describing a framework for selecting tactics and methods for various negotiation constellations that can be encountered in a software organization. The framework opens perspectives that are essential for understanding the behavior of people involved in development projects, for understanding how development teams and stakeholders create mutually satisfactory solutions, and for giving tactical advice to practitioners.