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 4 Topic: Managing Stakeholders' Commercial Interests vs. Stakeholders' Political Interests.

Collaborative Project Procurement Arrangements (2015) by Derek H. T. Walker and Beverly M. Lloyd Walker;

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 Role of the Project Manager in Commercial Negotiation.

Try to ask yourself the questions that were in the slides in this week’s lecture: -

1. What is the range of Stakeholders’ Commercial Interests, i.e. is there a Taxonomy?

2. What is the range of Stakeholders’ Political Interests, i.e. is there a Taxonomy?

3. How can you compare and contrast Commercial and Political factors?

4. What are the theories and research behind Commercial and Political interests and factors?

Walker & Walker (2015) discuss a number of aspects of Project Characteristics what are your thoughts regarding:

5. Is it appropriate to think of procurement negotiation on the basis of Novelty, Complexity, Pace and Technology?

6. What new ideas can be gained from the NCTP concept for ideas and practice around Commercial Negotiation?

7. Does the Four-quadrant perspective make sense to you?

8. What new ideas can be gained from the Four-quadrant perspective concept for ideas and practice around Commercial Negotiation?

9. Does the Organizational Learning Process perspective make sense to you?

10. What new ideas can be gained from the Organizational Learning Process perspective concept for ideas and practice around Commercial Negotiation?

11. Does the Identity Process perspective make sense to you?

12. What new ideas can be gained from the Identity perspective concept for ideas and practice around Commercial Negotiation?

13. Does the Complex Product-Services perspective make sense to you?

14. What new ideas can be gained from the Complex Product-Services perspective concept for ideas and practice around Commercial Negotiation?

Walker & Walker (2015) then in Chapter 2 discuss a number of aspects of Project Life-Cycle Theory and Project Procurement Forms what are your thoughts regarding:

15. Does the Project Life Cycle perspective make sense to you?

16. What new ideas can be gained from the Project Life Cycle perspective concept for ideas and practice around Commercial Negotiation?

17. Does the Forms of Project Procurement perspective make sense to you?

18. What new ideas can be gained from the Forms of Project Procurement perspective concept for ideas and practice around Commercial Negotiation?

Finally Walker & Walker (2015) look beyond the “Iron Triangle”, and so what are your thoughts regarding:

19. Does the Beyond the Iron Triangle perspective make sense to you?

20. What new ideas can be gained from the Beyond the Iron Triangle perspective concept for ideas and practice around Commercial Negotiation?

In conclusion to this week:

21. Do the ideas in Chapter 2 help in structuring your thoughts around Commercial Project Negotiation?

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

23. How relevant are the thoughts of Alfredson & Cungu from the Food and Agriculture Organization of the United Nations in the context of this chapter? Or are we looking at completely different ideas?

PPMP20011 Unit Profile

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?