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 5 Topic: Communicating in Commercial Negotiation vs. Project Communication.

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 the 5th week’s lecture:-

1. In what way, would our approach to the Negotiation Interaction Process vary as a consequence of the Economic Logic, or the Strategic Logic, or the Tactical/Pragmatic Logic?

2. In what way, would our approach to the Negotiation Methods vary as a consequence of the Economic Logic, or the Strategic Logic, or the Tactical/Pragmatic Logic?

3. In what way, would the Governance ‘Hard’ features impact on our approach to the Negotiation Interaction Process and Negotiation?

4. In what way, would the Governance ‘Soft’ features impact on our approach to the Negotiation Interaction Process and Negotiation?

5. In what way, would the Accountability and Transparency features of Governance impact on our approach to the Negotiation Interaction Process and Negotiation?

6. In what way, would our approach to the Negotiation Interaction Process and Negotiation Methods vary as a consequence of the Tame, Messy, Wickedness, or Complexity of the project?

7. Is the Johari-Oriented Cynefin Typology of Project Awareness a meaningful model that can be applied to Commercial Project Negotiation and Communication with Project and Commercial Participants?

At an overall level:

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

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

10. What does role does the project manager have in the negotiation process?

11. Are the levels discussed in Chapter 3 the same as the project, program and portfolio levels in the PMBOK?

Have you spent any more time with YouTube and do you have any more reflections you wish to write about?

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?