commercial project negotiation

Description of topics including reading samples

Learning outcomes of the unit

Learnings from your experience, this and prior unit reading, assignments

Supporting documentation including your prior learning

Week 11 Topic: Argument; Logic; Ethics.

The Internet Encyclopedia of Philosophy;

Emotional Intelligence;

QLD Government negotiation advice;

YouTube: Popular Videos – Negotiation;

2. Analyse common arguments using logic, persuasion and influence factors as commonly applied to conflicting and/or competing stakeholder agendas.

The objective of this week’s topic is to make sure you have an appreciation of the fundamentals of the philosophical basis and methods of negotiation.

Try to ask yourself the questions that were posed in the 3rd week’s lecture :-

1. What does the material in this week have to do with the Chunnel Project?

2. How does this week’s topic relate to the previous weeks topics?

3. Does the art of negotiation have anything to do with the practice of commercial negotiation?

Regarding ‘argument’ try to explain:

4. Pragmatically is that all there is to arguments?

5. How important is an argument in negotiation?

6. Is it possible to have a negotiation without an argument?

7. Can arguments be formalised and ritualised?

8. What is the opposite of an argument? And is that useful in a negotiation context?

9. Does a project manager have to be good in arguments?

10. Does the project manager have to be good at arguments?

For ‘logic’ try to explain:

11. Is Aristotelian Logic the only logical form?

12. Is there a morality to negotiation?

13. Is the project management approach or methodology logical?

14. Does the project manager have to worry about this stuff?

Regarding ‘ethics’ explain:

15. Should project management negotiation be based on an ethical foundation?

16. What happens to a project manager that is unethical?

17. What happens to an organisation that supports a project that does unethical things?

18. Are there principles that we should follow?

19. How do we ensure that the principles are applied?

What is the role of ‘emotional intelligence’ in negotiation:

20. Does a project manager have to have a high EQ?

21. What happens if/when a project manager has a low EQ?

22. Is EI important to commercial negotiation?

Can you explain the QLD Government advice:

23. Is the QLD Government advice practical?

24. Surely the QLD Government advice will slow down the project?

What do you gather from the YouTube videos:

25. Is there a difference between human negotiation and commercial negotiation?

26. What role does governance have in negotiation?

PPMP20011 Unit Profile

Are any of the activities above relevant to your reflections for the learning outcomes on the right?

3. Differentiate methods of project negotiation, conflict management, and stakeholder engagement across projects consisting of differing technology standards and asset lifecycles.

Have you any insights you can add from other units you have studies or readings you’ve made?

Are any of the activities above relevant to your reflections for the learning outcomes on the right?

4. Explain and apply methods of identifying and reconciling inconsistent and conflicting objectives and drivers that develop, maintain, mange relationships and communication with key stakeholders.

Have you any insights you can add from other units you have studies or readings you’ve made?

Are any of the activities above relevant to your reflections for the learning outcomes on the right?

5. Explain the consequences of project delays, disruptions, and changes to planned activities and the methods for claims variations, liquidated damages, contract entitlements, and arbitration.

Have you any insights you can add from other units you have studies or readings you’ve made?

Are any of the activities above relevant to your reflections for the learning outcomes on the right?

6. Evaluate project management tools that help avoid or provide conflict resolution via negotiated solutions.

Have you any insights you can add from other units you have studies or readings you’ve made?