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 2 Topic: Theory of Negotiation and Negotiation in Practice.

Alfredson T., & Cungu A. 2008. Negotiation Theory and Practice;

Kerzner (2013) Section 25.5 Managing Troubled Projects;

William Ury and Robert Fisher (2012) GETTING TO YES: Negotiating an agreement without giving in;

YouTube: Popular Videos – Negotiation;

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

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 in the slides in the 4th week’s lecture:-

1. Does the ‘Theory’ outlined in the Alfredson T., & Cungu A., 2008 paper match the concept of negotiation in this unit?

2. In the more serious YouTube videos do you find that they support or contradict the concept of “commercial negotiation” as outlined in the first two weeks of the unit?

…. https://www.youtube.com/watch?v=1FeM6kp9Q80. Do you think regarding stakeholder that there:

9. Are different stakeholders in negotiation?

10. How can we manage the stakeholders?

PPMP20011 Unit Profile

PPMP20011 Moodle Web site

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.

Making an overall reflection of PPMP20011:

11. Does Commercial Negotiation require soft skills, and interpersonal skills or is it about contracts and procedures without any emotion being involved?

12. What are the drivers that motivate the parties involved in a negotiation process?

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?