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...

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


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


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


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


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


6.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:


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



1.What is Project Communication (see PMBOK chapter 10)?


2.What Communication is required in Commercial Negotiation?


3.What communication can we identify in the Channel Tunnel Project?


4.What lack of communication can we identify in the QLD Health Payroll situation?



Answered Same DayDec 23, 2020PPMP20011Central Queensland University

Answer To: The objective of this week’s topic is to make sure you have an appreciation of the Role of the...

Soumi answered on Dec 24 2020
138 Votes
ROLE OF THE PROJECT MANAGER IN COMMERCIAL NEGOTIATION
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1.
Negotiation refers to a discussion that is aimed at reaching an agreement. Negotiation Interaction would involve theory of transactional cost economics, rational and emotional criteria in case of economic logic. However, in case of strategic logic, the content will be backed by the strategy of organisation and the desire to achieve the cost advantage. The Tactical or pragmatic logic will involve lack of choice and the content will be backed in such a manner.
2.
In case of hard governance, the negotiation will be followed by regulations, treaties and directives, which will make the negotiation process less flexible. This will ensure that the part trying to negotiate enjoys all the benefits. The project manager should use this type of negotiation at moments, when he has lesser flexibility and high negotiating power.
3.
In case of soft governance, the negotiation will be supported by non-binding rules. This will provide higher flexibility to the other party. According to the views of Hodgson and Paton (2016), the chances of negotiation...
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