Portfolio Management: Commercial Planning, Negotiation, and the Role of Project Manager

This portfolio management article covers commercial planning, negotiation, and the role of project manager in portfolio management. It includes readings and samples, and discusses the relationship between procurement and negotiation, as well as the variation of engagement of project managers.

Running head: PORTFOLIO MANAGEMENT
PORTFOLIO MANAGEMENT
Name of the Student:
Name of the University:
Author Note:

1PORTFOLIO MANAGEMENT
Week 1:Commercial Planning and Commercial Projects
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
Commercial
Planning and
Commercial
Projects
Reading
Samples:
Kerzner H.
2013.
Project
Manage
ment: A
Systems
Approac
h to
Plannin
g,
Scheduli
ng, and
Control,
11th
Edition.
Hoboke
n, USA:
John
Wiley &
Sons.
The concept of the commercial planning The commercial planning involves
the planning of that includes the
growth of the business along with
the sustainable development of
the business. The commercial
planning is applicable in the
commercial project management.
Turner, R. (2016). Gower
handbook of project
management. Routledge.
Muller, R. (2017). Project
governance. Routledge.
Peña-Mora F.,
and
Tamaki
T. 2001.
"Effect
The concept about the commercial projects The commercial project involves
the planning and the execution of
the commercial planning. The
commercial projects generally
deals with the expansion of the
Burchell, K., Rettie, R., &
Roberts, T. C. (2014).
Community, the very idea!:
perspectives of participants in
a demand-side community

2PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
of
Delivery
Systems
on
Collabor
ative
Negotiat
ions for
Large -
Scale
Infrastr
ucture
Projects
”.
Journal
of
Manage
ment in
Enginee
ring.
Vol:April
2001
pp.105-
121
business along with generation of
the plans that will supports the
business market and the demand
of the consumers. The main
purpose of the commercial project
management is to set the goals .
The goals can be both long term
and short term. In this project
management the blue print of
achieving the objective of the
company is done.
energy project. People, Place
and Policy, 8(3), 168-179.
Winch, G., & Leiringer, R. (2016).
Owner project capabilities for
infrastructure development: A
review and development of the
“strong owner”
concept. International journal of
project management, 34(2),
271-281.
PMI. 2013a. A
Guide to
the
Project
Manage
ment
Body of
Knowled
ge
(PMBOK
Guide)
Role of commercial planning and commercial
project management in the project, program
and portfolio management
The commercial planning and the
commercial project management
contains the various steps for the
development of the projects.
These steps are important for the
development of the project that
will deliver the right outcome. The
project and the portfolio
management is dependent on the
right happening of the commercial
project and the portfolio
Scott, T. J., Scott, J. T., & Link, A.
N. (2017). Commercial
complexity and entrepreneurial
finance. Economics of
Innovation and New
Technology, 26(5), 489-500.

3PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
5th
Edition.
USA:
Project
Manage
ment
Institute
.
management.
Essential factors needed to be present for the
success between participants in the large
projects.
There are some essential factors ,
those are needed to be present
between the stakeholders of the
projects. One of the main factor is
the gathering of the requirements.
The right requirement gathering
delivers the right requirement
documentation. The accurate
requirement gathering helps to
mitigate the scope creep in the
project. On the other hand, the
selection of the right project
management methodology is
important for the compilation of
the project within the allocated
time and budget.
Martinsuo, M., & Killen, C. P.
(2014). Value management in
project portfolios: Identifying
and assessing strategic
value. Project Management
Journal, 45(5), 56-70.
Portfolio Reflection
The things that can be evaluated from the discussion is that for the right compilation of the project, the
planning of the commercial project is very important.
There are certain steps and the factors present in the commercial project management those are
important for the right compilation of the project which will deliver the right outcome.

4PORTFOLIO MANAGEMENT
References
Kerzner H. 2013. Project Management: A Systems Approach to Planning, Scheduling, and Control, 11th
Edition. Hoboken, USA: John Wiley & Sons.
Peña-Mora F., and Tamaki T. 2001. "Effect of Delivery Systems on Collaborative Negotiations for Large -
Scale Infrastructure Projects”. Journal of Management in Engineering. Vol:April 2001 pp.105-121
PMI. 2013a. A Guide to the Project Management Body of Knowledge (PMBOK Guide) 5th Edition. USA:
Project Management Institute.
Wikipedia 2017 Channel Tunnelhttps://en.wikipedia.org/wiki/Channel_Tunnel visited __/__/____.
Week 2:Theory of Negotiation and Negotiation in Practice
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
Theory of
Negotiation
and
Negotiation in
Practice
The theory about the concept of negotiation. The theory regarding the
negotiation is almost same in this
case. In general, the negotiation
can be defined as the way of
observing the each phases of the
processes. It is the duty of the
project manager to negotiate each
phases of the project along with
the team members of the project.
Morrison, R. (Ed.). (2016). The
principles of project finance.
Routledge.
Kerzner H.
2013.
Project
Manage
ment: A
Systems
Approac
h to
Plannin
g,
Scheduli
ng, and
Control,
The concept of commercial negotiation The negotiation is a process where
the individuals has to deal with the
differences in the process that
may end up in the success of the
project. The commercial
negotiation of the project is the
special branch of the project which
is applicable in the commercial
planning and the management.
There are three main elements
involved in the commercial
negotiation- seller, buyer and the
service or the product. The entire
Walker, A. (2015). Project
management in construction.
John Wiley & Sons.

5PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
11th
Edition.
Hoboke
n, USA:
John
Wiley &
Sons.
process is governed by an
important factor called price.
Peña-Mora F.,
and
Tamaki
T. 2001.
"Effect
of
Delivery
Systems
on
Collabor
ative
Negotiat
ions for
Large -
Scale
Infrastr
ucture
Projects
”.
Journal
of
Manage
ment in
Enginee
ring.
Vol:April
Art of negotiation on Chunnel project The Chunnel project was regrading
the making of the tunnel between
the France and England and it was
regarded as the most important
project at that time. The planning
of development of the tunnel had
been conducted into different
phases. Certain steps were taken
in order to gap the difference
between the modules of the
different phases.
Yang, Y., Tang, C., Qu, X., Wang,
C., & Denson, T. F. (2018). Group
Facial Width-to-Height Ratio
Predicts Intergroup Negotiation
Outcomes. Frontiers in
psychology, 9, 214.

6PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
2001
pp.105-
121
Negotiation in policy making. The project negotiation can be
used for the policy making of the
project.
The main function of the
negotiation is to deal with the
various differences in the business
module or the process. In order to
do this different perspective of the
problem are needed to be
evaluated. Different views can be
obtained from this brain storming
process. As a result the best
option or the decision can be
chosen from the alternatives.
Turner, J. R. (2017). Contracting
for project management.
Routledge.
Portfolio Reflection
The theory regarding the negotiation is almost same in this case. In general, the negotiation can be
defined as the way of observing the each phases of the processes. It is the duty of the project manager
to negotiate eachphases of the project along with the team members of the project. The project negotiation can
be used for the policy making of the project.
The main function of the negotiation is to deal with the various differences in the business module or the process.
In order to do this different perspective of the problem are needed to be evaluated. Different views can be
obtained from this brain storming process. As a result the best option or the decision can be chosen from the
alternatives
References

7PORTFOLIO MANAGEMENT
Kerzner H. 2013. Project Management: A Systems Approach to Planning, Scheduling, and Control, 11th
Edition. Hoboken, USA: John Wiley & Sons.
Peña-Mora F., and Tamaki T. 2001. "Effect of Delivery Systems on Collaborative Negotiations for Large -
Scale Infrastructure Projects”. Journal of Management in Engineering. Vol:April 2001 pp.105-121
PMI. 2013a. A Guide to the Project Management Body of Knowledge (PMBOK Guide) 5th Edition. USA:
Project Management Institute.
Wikipedia 2017 Channel Tunnelhttps://en.wikipedia.org/wiki/Channel_Tunnel visited __/__/____.

8PORTFOLIO MANAGEMENT
Week 3:The Role of the Project Manager in Commercial
Negotiation
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
Kerzner H.
2013.
Project
Manage
ment: A
Systems
Approac
h to
Plannin
g,
Scheduli
ng, and
Control,
11th
Edition.
Hoboke
n, USA:
John
Wiley &
Sons.
Peña-Mora F.,
and
Tamaki
T. 2001.
"Effect
of
Delivery
Systems
on
Collabor
ative
View about relationship based procurement. Relationship based procurement in
the construction business deals
with business to business
processes and the dealings. This
practice provides more benefit
than the traditional supply chain
management. The procurement
value chain provides information
about the collaboration and
corporation in the construction
business.
Winch, G. M. (2015). Project
organizing as a problem in
information. Construction
management and
economics, 33(2), 106-116.

9PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
Negotiat
ions for
Large -
Scale
Infrastr
ucture
Projects
”.
Journal
of
Manage
ment in
Enginee
ring.
Vol:April
2001
pp.105-
121
PMI. 2013a. A
Guide to
the
Project
Manage
ment
Body of
Knowled
ge
(PMBOK
Guide)
5th
Edition.
USA:
Project
Relationship between procurement and the
negotiation.
The procurement provides the
relationship between the
collaboration and corporation. In
this way the procurement helps in
the negotiation process.
Bell, J. (2014). Doing Your
Research Project: A guide for
first-time researchers. McGraw-
Hill Education (UK).

10PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
Manage
ment
Institute
.
Variation of the engagement of the project
manager.
The engagement of the project
managers varies with the level.
The organization maintains the
hierarchy in the managerial level.
The management maintains the
hierarchy in the organization. In
this case, the level of engagement
and the responsibility increases
with the higher level of the
hierarchy.
Brennan, J., & Jaworski, P.
(2015). Markets without limits:
Moral virtues and commercial
interests. Routledge.
Portfolio Reflection
Relationship based procurement in the construction business deals with business to business processes and the
dealings. This practice provides more benefit than the traditional supply chain management. The procurement
value chain provides information about the collaboration and corporation in the construction business.The
engagement of the project managers varies with the level. The organization maintains the hierarchy in the
managerial level. The management maintains the hierarchy in the organization. In this case, the level of
engagement and the responsibility increases with the higher level of the hierarchy.
References
Kerzner H. 2013. Project Management: A Systems Approach to Planning, Scheduling, and Control, 11th
Edition. Hoboken, USA: John Wiley & Sons.
Peña-Mora F., and Tamaki T. 2001. "Effect of Delivery Systems on Collaborative Negotiations for Large -
Scale Infrastructure Projects”. Journal of Management in Engineering. Vol:April 2001 pp.105-121

11PORTFOLIO MANAGEMENT
PMI. 2013a. A Guide to the Project Management Body of Knowledge (PMBOK Guide) 5th Edition. USA:
Project Management Institute.
Wikipedia 2017 Channel Tunnelhttps://en.wikipedia.org/wiki/Channel_Tunnel visited __/__/____.
Week 4:Managing Stakeholders' Commercial Interests vs.
Stakeholders' Political Interests.
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
• • Is it appropriate to think
of procurement negotiation
on the basis of Novelty,
Complexity, Pace and
Technology, and what new
ideas do you get?
Thinking of the procurement
management on the basis of the
novelty , complexity , peace and
the technology is appropriate. The
procurement management deals
with the collaboration between
the different modules of the
project. In that case, this
procurement management can
find the connection between these
attributes of the project.
Philbin, D. (2014). Checkmate:
Early Moves Define Negotiation
Outcomes. Alternative
Resol., 24, 14.
Does the Four-quadrant perspective make
sense to you, and what new ideas do you get?
Most of the stages in the project
management are important.
However, some of the stages are
important and urgent. The four
quadrant perspective identifies the
takes based on the importance
and the urgency.
De Marco, A. (2014). Project
management for facility
Constructions. Springer.
Does the Organizational Learning Process
perspective make sense to you, and what
The organizational learning
process defines the ability of the
Eisenkraft, N. (2017).
CustomNegotiations. org: A Free

12PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
new ideas do you get? team members of the project
about the goal and the objective of
the organization to be achieved. It
helps to take the decision that will
enhance the effectiveness of the
organization.
Resource for Creating Custom
Negotiation
Simulations. Negotiation
Journal, 33(3), 239-253.
• • Does the Identity
Process perspective make
sense to you, and what new
ideas do you get?
• Does the Complex
Product-Services perspective
make sense to you, and what
new ideas do you get?
•
The identity of the project will
help to develop the goal of the
project. Apart from that the
identity process perspective will
make the objective of the project
clearer to the team members of
the organization.
The complex product service
indicates that the project and its
outcome is dependent on the
various other processes and their
outcome. In this case, the right
happening of those sub processes
are important in order to compile
the project in a right way.
• • Does the Project Life
Cycle perspective make sense
to you, and what new ideas
do you get?
The project life cycle defines the
various stages of the development
of the project. Generally, there are
five stages in the project life cycle.
The compilation of the each stage
leads to the implementation of the
project that will help to deliver the
right outcome.
• Does the Forms of
Project Procurement
perspective makesense to
you, and what new ideas do
Project procurement helps to
make the collaboration between
the different modules in the
project. That generally helps in the
complex project management.

13PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
you get?
• • Does the Beyond the
Iron Triangle perspective
make sense to you, and what
new ideas do you get?
Iron triangle is a popular metaphor
that points out the constraints ,
the project managers are needed
to be reached. The iron triangle
indicates that the project manager
will be focused to deliver the
project maintaining the scope ,
quality , time and cost.
Portfolio Reflection
There are various perspective of the management of the project. Different perspective in the project
management focuses on the different aspects of the project management. The relationship based
procurement helps in the collaboration between the different modules in the project on the other hand
the identity process perspective helps to define the goal of the project. In order to identify the
constraints in the development of the project the Iron Triangle metaphor is used.
References
Kerzner H. 2013. Project Management: A Systems Approach to Planning, Scheduling, and Control, 11th
Edition. Hoboken, USA: John Wiley & Sons.
Peña-Mora F., and Tamaki T. 2001. "Effect of Delivery Systems on Collaborative Negotiations for Large -
Scale Infrastructure Projects”. Journal of Management in Engineering. Vol:April 2001 pp.105-121
PMI. 2013a. A Guide to the Project Management Body of Knowledge (PMBOK Guide) 5th Edition. USA:
Project Management Institute.
Wikipedia 2017 Channel Tunnelhttps://en.wikipedia.org/wiki/Channel_Tunnel visited __/__/____.

14PORTFOLIO MANAGEMENT
Week 5:Communicating in Commercial Negotiation vs.
Project Communication
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
• 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?
The negotiation process in the
project management can vary with
the consequences of the economic
logic or the strategic logic. The
difference approach or the
strategy in the development of the
process resulted in the
development of the different
stages and the modules, on the
other hand , the project approach
is also dependent on the time and
cost of the project. The
negotiation process is dependent
on the structure of the project
along with the project objective.
Eisenkraft, N. (2017).
CustomNegotiations. org: A Free
Resource for Creating Custom
Negotiation
Simulations. Negotiation
Journal, 33(3), 239-253.
• 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?
The negotiation process in the
project management can vary with
the consequences of the economic
logic or the strategic logic. The
difference approach or the
strategy in the development of the
process resulted in the
development of the different
stages and the modules, on the
other hand , the project approach
is also dependent on the time and
Rufo, M. J., Martín, J., & Pérez,
C. J. (2016). A Bayesian
negotiation model for quality
and price in a multi-consumer
context. Reliability Engineering
& System Safety, 147, 132-141.

15PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
cost of the project. The
negotiation process is dependent
on the structure of the project
along with the project objective.
• In what way, would the Governance
‘Hard’ features impact on our approach to the
Negotiation Interaction Process and
Negotiation?
• In what way, would the
Accountability and Transparency features of
Governance impact on our approach to the
Negotiation Interaction Process and
Negotiation?
The governance feature has
impact on the negotiation process.
It indicate the assumptions like the
nature of the relationship between
different entities in the project
management process. The
governance methods help the
individuals to deal with the
different aspects of the project.
Accountability and the
transparency will make the
specification and the status of the
project clear to the individuals and
the stakeholders associated with
the project management. This
helps in the easy negotiation
process.
Lee, P., Lam, P. T. I., & Lee, W. L.
(2015). Risks in energy
performance contracting (EPC)
projects. Energy and
Buildings, 92, 116-127.
• 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?
The negotiation process will be
changed according to the
complexity of the project. The
higher complexity of the project
needs more accurate negotiation.
Portfolio Reflection
The negotiation process in the project management can vary with the consequences of the economic
logic or the strategic logic. The difference approach or the strategy in the development of the process
resulted in the development of the different stages and the modules, on the other hand , the project
approach is also dependent on the time and cost of the project. The negotiation process is dependent
on the structure of the project along with the project objective.

16PORTFOLIO MANAGEMENT
References
Kerzner H. 2013. Project Management: A Systems Approach to Planning, Scheduling, and Control, 11th
Edition. Hoboken, USA: John Wiley & Sons.
Peña-Mora F., and Tamaki T. 2001. "Effect of Delivery Systems on Collaborative Negotiations for Large -
Scale Infrastructure Projects”. Journal of Management in Engineering. Vol:April 2001 pp.105-121
PMI. 2013a. A Guide to the Project Management Body of Knowledge (PMBOK Guide) 5th Edition. USA:
Project Management Institute.
Wikipedia 2017 Channel Tunnelhttps://en.wikipedia.org/wiki/Channel_Tunnel visited __/__/____.
Week 6:Commercial Conflict Resolution
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
• What is the influence of Trust upon
Commercial Negotiation?
The trust plays an important role
in the commercial negotiation. The
influence of the trust is positive.
The negotiation process happens
in a right and transparent way if
the stakeholders can trust the
objectives of the process,
Binder, J. (2016). Global project
management: communication,
collaboration and management
across borders. Routledge.
Can Trust be changed by Political Interests? The trust can be changed by the
political interest.

17PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
Does Trust assist in Commercial Conflict
Resolution?
Trust assists the commercial
conflict resolution. The trust helps
to resolve the conflict in this case.
Amato, A., Di Martino, B.,
Scialdone, M., Venticinque, S.,
Hallsteinsen, S., & Jiang, S.
(2014, September). A
distributed system for smart
energy negotiation.
In International Conference on
Internet and Distributed
Computing Systems(pp. 422-
434). Springer, Cham.
• What is the influence of
Collaboration Frameworks upon Commercial
Negotiation?
In commercial negotiation, the
collaboration framework helps in
the synchronization between the
various modules of the projects.
• Can Co-learning between Teams
change the outcomes of Commercial
Negotiation?
The co-learning between the
teams can change the learning
outcome in the commercial
negotiation. The co-learning helps
in the sharing of the knowledge
and the flow of communication
helps to develop certain
alternatives, among which the
best option can be chosen.
• In what way does taking the
Perspective of others help or hinder
Commercial Negotiation?
The positive perspective helps in
the negotiation of the project
while the negative perspective of
the others make the constraint in
the project.
• How does Social Capital impact on
Commercial Negotiation?
The commercial negotiation is
largely dependent on the social
capital. There are three elements
of the social capital namely
cognitive, structural and relational.
With these attributes the level of
the understanding , bonding and

18PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
the nature of the bonding among
the stakeholders in the system can
be defined.
• Does it change as a consequence of
the parties Cultural Background?
The consequences changes with
the change in the cultural
background.
• Is it feasible for a Project Manager to
take this responsibility?
The project manager should take
the responsibility in this case.
• Should HR policies and procedures be
influenced by the needs of Commercial
Negotiation?
The HR policies and the
procedures are influenced by the
need of commercial negotiation.
Portfolio Reflection
There are certain influences of the various factors on the commercial negotiation. One of the major
impact is from the social capital. The commercial negotiation is largely dependent on the social capital. There
are three elements of the social capital namely cognitive, structural and relational. With these attributes the level
of the understanding , bonding and the nature of the bonding among the stakeholders in the system can be
defined.
References
Kerzner H. 2013. Project Management: A Systems Approach to Planning, Scheduling, and Control, 11th
Edition. Hoboken, USA: John Wiley & Sons.
Peña-Mora F., and Tamaki T. 2001. "Effect of Delivery Systems on Collaborative Negotiations for Large -
Scale Infrastructure Projects”. Journal of Management in Engineering. Vol:April 2001 pp.105-121

19PORTFOLIO MANAGEMENT
PMI. 2013a. A Guide to the Project Management Body of Knowledge (PMBOK Guide) 5th Edition. USA:
Project Management Institute.
Wikipedia 2017 Channel Tunnelhttps://en.wikipedia.org/wiki/Channel_Tunnel visited __/__/____.
Week 7:Disputes, Claims, Variations, and Arbitration
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
• Does the World View of the
Researchers Matter?
•
The world view of the researchers
matters as it explains the
individual differences in the self
view.
Johnson, W., & Bhakar, G.
(2018). U.S. Patent Application
No. 15/275,056.
• Are the sources adequate for the
researchers?
• Has the research been adequately
validated?
•
The research can be said validate if
only it follows the necessary steps
for the actions along with the
delivery of the outcome that
meets all the requirements.
Ahonen, J. J., Savolainen, P.,
Merikoski, H., & Nevalainen, J.
(2015). Reported project
management effort, project size,
and contract type. Journal of
Systems and Software, 109, 205-
213.
• Are they adequate for us and our
topic of Commercial Negotiation?
They are adequate for us for the
commercial negotiation.

20PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
• Is the assumptions in Cheung &
Chow’s research and hypotheses reasonable?
The assumption in the Cheung and
Chow’s research and hypothesis is
reasonable.
Portfolio Reflection
The world view of the researchers matters as it explains the individual differences in the self view. The research
can be said validate if only it follows the necessary steps for the actions along with the delivery of the outcome
that meets all the requirements.
References
Kerzner H. 2013. Project Management: A Systems Approach to Planning, Scheduling, and Control, 11th
Edition. Hoboken, USA: John Wiley & Sons.
Peña-Mora F., and Tamaki T. 2001. "Effect of Delivery Systems on Collaborative Negotiations for Large -
Scale Infrastructure Projects”. Journal of Management in Engineering. Vol:April 2001 pp.105-121
PMI. 2013a. A Guide to the Project Management Body of Knowledge (PMBOK Guide) 5th Edition. USA:
Project Management Institute.
Wikipedia 2017 Channel Tunnelhttps://en.wikipedia.org/wiki/Channel_Tunnel visited __/__/____.

21PORTFOLIO MANAGEMENT
Week 8: Applying Project Management Standards and
Frameworks
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
• What is the basis for answering RQ1
& RQ2?
The basis of answering the RQ1
and RQ2 is the ideas about the
negotiation and collaboration.
Moses, M. L. (2017). The
principles and practice of
international commercial
arbitration. Cambridge
University Press.
• Have you come across these forms of
Collaboration?
In order to develop the
commercial project these types of
collaboration has been faced.
• Can you think through the
implications upon negotiation with these
forms of relationship?
The right amount of collaboration
that uses the system thinking and
the difference between the
individual can help in the
negotiation process.
Jenkins, H. (2018). Fandom,
Negotiation, and Participatory
Culture. A Companion to Media
Fandom and Fan Studies, 13.
• Will it be easier with some that
others?
It will be easier.
• Would the outcomes be impacted by
a need for probity and governance in
Government Commercial Negotiation
situations?
The outcome is dependent on the
governance in the government
commercial negotiation situations.
Kennedy, G. (2017). Strategic
negotiation. Routledge.

22PORTFOLIO MANAGEMENT
Portfolio Reflection
The basis of answering the RQ1 and RQ2 is the ideas about the negotiation and collaboration. In order to develop
the commercial project these types of collaboration has been faced. The right amount of collaboration that uses
the system thinking and the difference between the individual can help in the negotiation process. The outcome is
dependent on the governance in the government commercial negotiation situations.
References
Kerzner H. 2013. Project Management: A Systems Approach to Planning, Scheduling, and Control, 11th
Edition. Hoboken, USA: John Wiley & Sons.
Peña-Mora F., and Tamaki T. 2001. "Effect of Delivery Systems on Collaborative Negotiations for Large -
Scale Infrastructure Projects”. Journal of Management in Engineering. Vol:April 2001 pp.105-121
PMI. 2013a. A Guide to the Project Management Body of Knowledge (PMBOK Guide) 5th Edition. USA:
Project Management Institute.
Wikipedia 2017 Channel Tunnelhttps://en.wikipedia.org/wiki/Channel_Tunnel visited __/__/____.
Week 9: Commercial Negotiation in Government vs.
Private Organizations
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
• What are Project Management
Standards and Frameworks?
The project management
standards and the frameworks
work as a guideline which ensures
the compilation of the project has
done in a right with maintaining
the quality.
Jensen, O. B., Sheller, M., &
Wind, S. (2015). Together and
apart: Affective ambiences and
negotiation in families’ everyday
life and
mobility. Mobilities, 10(3), 363-

23PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
382.
• In what way would Project
Management Standards and Frameworks
impact on Commercial Negotiation?
The project management
standards and the framework are
different for the different projects.
However, the commercial
negotiation process varies from
the different standards and the
frameworks.
Kaufman, S., Honeyman, C., &
Schneider, A. K. (2017). Should
They Listen to Us: Seeking a
Negotiation/Conflict Resolution
Contribution to Practice in
Intractable Conflicts. J. Disp.
Resol., 73.
• How would the impact on
Commercial Negotiation be influenced by
Project Management Maturity?
The project management maturity
has certain influence in the
commercial negotiation. It has
been seen that in case, the
maturity of the project
management is more agile, the
negotiation process is more
compact.
Have you come across a PraXitioner? Yes, I have come across a
PraXitioner.
Do you agree with the authors that a
PraXitioner is the way forward?
PraXitioner is a way forward.
Has this unit helped you to become a
PraXitioner?
This unit will help to achieve this
one.
Do you think that there will be a future
shortage of good PraXitioner’s in Commercial
Negotiation situations?
No, the awareness and the proper
guidance about the commercial
negotiation will not lead to the
shortage of good PraXitioner.
If so then how do you think they should be
trained?
The workers should be trained
according to the PMI guide.

24PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
Do you agree with the authors? Yes, I agree with authors.
Do you think that RBP is a good framework for
Commercial Project Negotiation?
RBP is a good framework for the
commercial project negotiation as
it defines the collaboration
between the different entities.
Portfolio Reflection
References
Kerzner H. 2013. Project Management: A Systems Approach to Planning, Scheduling, and Control, 11th
Edition. Hoboken, USA: John Wiley & Sons.
Peña-Mora F., and Tamaki T. 2001. "Effect of Delivery Systems on Collaborative Negotiations for Large -
Scale Infrastructure Projects”. Journal of Management in Engineering. Vol:April 2001 pp.105-121
PMI. 2013a. A Guide to the Project Management Body of Knowledge (PMBOK Guide) 5th Edition. USA:
Project Management Institute.
Wikipedia 2017 Channel Tunnelhttps://en.wikipedia.org/wiki/Channel_Tunnel visited __/__/____.

25PORTFOLIO MANAGEMENT
Week 10:Contractual Arrangements in Commercial
Projects
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
• What is the spectrum of Contractual
Arrangements?
The spectrum of the contractual
agreement defines the different
elements and the participants in
the contract agreement.
• What are the legal conditions for a
Contract?
The consideration of the
agreement is needed to be
present in the contract. The
parties involved in the contract is
needed to be component and the
contract terms should maintain
the laws and the regulations.
Kaufman, S., Honeyman, C.,
& Schneider, A. K. (2017).
Should They Listen to Us:
Seeking a
Negotiation/Conflict
Resolution Contribution to
Practice in Intractable
Conflicts. J. Disp. Resol., 73.
• What kind of contracts existed in the
Channel Tunnel?
cost reimbursemen was used for
the Channel Tunnel.
• What do others say about Contracts?
What benefits flow from the formalisation of
the contract process?
How hard is the process and what training is
required?
Do organisations really implement HB140-
2000?
What kind of organisations implement HB140-
2000?
How important is the type of contract for
The formalization of the contract
process enables the transparency
and clarity of the contract
agreement along with that it also
ensures about the terms and
conditions for all the participants.
The process is not hard however,
certain stages are needed to be
maintained in right compilation of
the contract agreement.
HB140-2000 is developed by the
Standards Australia.
Kerzner H. 2013. Project
Management: A
Systems Approach to
Planning, Scheduling,
and Control, 11th
Edition. Hoboken,
USA: John Wiley &
Sons.
Peña-Mora F., and Tamaki T.
2001. "Effect of
Delivery Systems on
Collaborative

26PORTFOLIO MANAGEMENT
Description
of topics
including
reading
samples
Learning outcomes from
thisunit.
Learnings from your
experience, this and
prior unit
reading,assignments
Supporting
documentation
including your
prior learnings.
governing contractor and buyer behaviours?
What is the relationship between the contract
and ownership of risk?
The ownership of the contract has
to take a certain amount of the
risk. The possible risks associated
with the project or the process
sometimes mentioned in the
contract.
Negotiations for
Large -Scale
Infrastructure
Projects”. Journal of
Management in
Engineering. Vol:April
2001 pp.105-121
Portfolio Reflection
The formalization of the contract process enables the transparency and clarity of the contract
agreement along with that it also ensures about the terms and conditions for all the participants.
The process is not hard however, certain stages are needed to be maintained in right compilation of the
contract agreement.
HB140-2000 is developed by the Standards Australia.
The ownership of the contract has to take a certain amount of the risk. The possible risks associated
with the project or the process sometimes mentioned in the contract.
References
Kerzner H. 2013. Project Management: A Systems Approach to Planning, Scheduling, and Control, 11th
Edition. Hoboken, USA: John Wiley & Sons.
Peña-Mora F., and Tamaki T. 2001. "Effect of Delivery Systems on Collaborative Negotiations for Large -
Scale Infrastructure Projects”. Journal of Management in Engineering. Vol:April 2001 pp.105-121
PMI. 2013a. A Guide to the Project Management Body of Knowledge (PMBOK Guide) 5th Edition. USA:
Project Management Institute.

27PORTFOLIO MANAGEMENT
Wikipedia 2017 Channel Tunnelhttps://en.wikipedia.org/wiki/Channel_Tunnel visited __/__/____.