Argument, Logic, Ethics in Project Negotiation - PPMP20011 Unit Portfolio Week 11

This week's topic covers the fundamentals of philosophical basis and methods of negotiation. Learn about common arguments, logic, ethics, and emotional intelligence in project negotiation. Analyze conflicting stakeholder agendas, differentiate negotiation methods, and evaluate project management tools. Understand the consequences of project delays, disruptions, and changes to planned activities. Apply methods of identifying and reconciling inconsistent and conflicting objectives and drivers.

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Week 11 Topic:
Argument; Logic;
Ethics.
The Internet
Encyclopedia of
Philosophy;
Emotional Intelligence;
QLD Government
negotiation advice;
YouTube: Popular
Videos – Negotiation;
2. Analyse common
arguments using
logic, persuasion and
influence factors as
commonly applied to
conflicting and/or
competing
stakeholder agendas.
3. Differentiate
methods of project
negotiation, conflict
management, and
stakeholder
engagement across
projects consisting of
differing technology
standards and asset
lifecycles.
4. Explain and apply
methods of
identifying and
reconciling
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.
1. Does the art of negotiation have anything to do with the practice of
commercial negotiation?
During the commercial negotiations, all the different points of argument are
always needed to be negotiated to obtain the best result for the project (PMI,
2013).
Regarding ‘argument’ try to explain:
2. Pragmatically is that all there is to arguments?
There are various structures of argument other than the pragmatic approach
which can be used by the project manager during commercial negotiation.
3. How important is an argument in negotiation?
During the negotiation of any commercial or non-commercial issue,
the argument is always required to happen if at all there is a disparity of
opinion.
4. Is it possible to have a negotiation without an argument?
Argument is required to happen when there is difference in opinion and so the
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inconsistent and
conflicting objectives
and drivers that
develop, maintain,
mange relationships
and communication
with key
stakeholders.
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.
6. Evaluate project
management tools
that help avoid or
provide conflict
resolution via
negotiated solutions.
case is during the negotiation, hence it will be there.
5. Can arguments be formalised and ritualised?
The argument can be formalised by using the different types of argument such
as the structural, the pragmatic etc. and so it can also be ritualized.
6. What is the opposite of an argument? And is that useful in a
negotiation context?
The opposite of argument is approval. At the end of every negotiation by
conducting an argument, there has to be an approval to close it officially.
7. Does a project manager have to be good in arguments?
The argument is always supposed to happen in negotiation and so the project
manager should always be good in handling the arguments.
8. Does the project manager have to be good at arguments?
The project manager always needs to be good at argument so that the
negotiations stage can be managed properly during the project life cycle.
For ‘logic’ try to explain:
9. Is Aristotelian Logic the only logical form?
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There are various kinds of logic which can be used during negotiation like
mathematical which can also be used along with Aristotelian logic.
10. Is there a morality to negotiation?
During the negotiation, the moral of the team members should always be
managed so that healthy atmosphere can be maintained during the process.
11. Is the project management approach or methodology logical?
All the methodology of project management consists of a strict sequence of
activities and so they have to be logical to have a definite outcome.
12. Does the project manager have to worry about this stuff?
The project manager always needs to worry regarding the team members so
that they always follow him/her during the process of negotiation.
Regarding ‘ethics’ explain:
13. Should project management negotiation be based on an ethical
foundation?
The negotiation in project management should always have the ethical
foundation so that the members of the process can have full faith on the project
manager (Fieser, 2001).
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14. What happens to a project manager that is unethical?
If the project manager uses unethical behaviour during negotiation, then the
ultimate result may not satisfy all the members of the process.
15. What happens to an organisation that supports a project that does
unethical things?
In case organisation supports unethical things during negotiation, then the
future of the organisation can become negative and so cannot sustain for long.
16. Are there principles that we should follow?
There are various principles of maintaining ethical behaviour during the
negotiation which should always be used to obtain a better result for all the
attendees.
17. How do we ensure that the principles are applied?
To ensure the application of ethical principles during negotiations, the project
manager should keep the public interest before the personal interest.
What is the role of ‘emotional intelligence’ in negotiation:
18. Does a project manager have to have a high EQ?
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By having high emotional intelligence, the project manager can become capable
to manage the decision by influencing the behaviour of many attendees.
19. What happens if/when a project manager has a low EQ?
If at all the project manager possess low emotional intelligence, then the
decision from the members of negotiation cannot be modified as per the project
manager.
20. Is EI important to commercial negotiation?
By having full control over the emotional intelligence, the project manager can
modify the decisions during the commercial negotiations for the betterment of
all the attendees.
Can you explain the QLD Government advice:
21. Is the QLD Government advice practical?
The advice to manage the win-win situation during the commercial negotiation
is always the best service which can be obtained from the parties (Queensland
Government, 2018).
22. Surely the QLD Government advice will slow down the project?
The advice will never slow down the project because it will have the agreement
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of all the parties and so the better quality of the result can be obtained.
What do you gather from the YouTube videos:
23. Is there a difference between human negotiation and commercial
negotiation?
Negotiation is always a negotiation and so, it has no difference whether it is a
commercial or non-commercial type of negotiation (Stagg, 2011).
24. What role does governance have in negotiation?
Governance of the overall negotiations process can provide better hold on the
subject and so can have better negotiations results.
References
Fieser, J., 2001.
Ethics, USA: University of Tennessee at Martin.
PMI. 2013.
A Guide to the Project Management Body of Knowledge (PMBOK Guide) 5th Edition. USA: Project Management Institute.
Queensland Government, 2018.
Negotiating successfully. [Online] Available at:
https://www.business.qld.gov.au/running-business/marketing-sales/managing-relationships/negotiating [Accessed 4 October 2018].
Stagg, A., 2011.
Negotiation Skills Top 10 Tips. [Online] Available at: https://www.youtube.com/watch?v=oy0MD2nsZVs&t=0s&index=2&list=PLU-
9HaZTK2hQF1Fi3ldXd3ATV9mxKe9N6 [Accessed 4 October 2018].
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