Commercial Project Management

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 theory outlined in the Alfredson T., & Cungu A., (2008) paper mainly outlined with the strategies of the negotiations and with the collaboration of the theory this unit develop the concept of commercial project negotiation in real. The YouTube video content that is provided in the Moodle contain many topics that support the concept of commercial negotiation which is outlined in the first two weeks of the unit. Yes, the “Art of Negotiation” can be applicable in the Chunnel project.

Negotiation sometimes lead to make policy of the project of any kind of organization. For any government or non-government project it is mandatory to consider the benefit of the total project, budgeting at the same time need to concern about the all segment of stakeholder of the project to make it more stable. After considering the major aspects of any project from f all sorts of stakeholder it generate the policy to make the project stable. Negotiating connected to both tangible and intangible outcome. From this concern, after completing Chunnel project the occurring negotiation brought the tangible outcome in the way of good trade-off for the all sorts of stakeholders and also benefitted for the country with better transportation. On the other hand, negotiating led to make intangible outcome like end of a war. After ending a war of a country or a nation with the influence of negotiating generate new policy considering many aspect and create a new opportunity for new stakeholders alongside existing stakeholders.

In the project there can be raised many problem during the project. So in this section it is focused to identify root causes and the early warnings of the project by the negotiation among the project participants. Actually in thre paper of Alfredson T., & Cungu A., (2008) is demonstrate the structure and the method of project negotiation and in the section of Kerzner’s (2013) it is more likely discuss the problem and root causes of problem for any troubled project relating it to the negotiation of the project. Kerzner’s recovery life-cycle phases can be worke with the outlined theory of Alfredson & Cungu.

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?

In the commercial negotiation it really need soft skills, interpersonal skills along with ethics and emotion to make the deal more convenient and stable for the project, stakeholder and business organization goal. The main condition of the commercial negotiation depends upon the situation of the project for both negotiators. The benefits, platform, new opportunity can be worked as a main driver to motivate the negotiatos im a negotiation process.