Theory of Negotiation and Negotiation in Practice - PPMP20011 Portfolio Week 2

This portfolio for PPMP20011 Week 2 discusses the theory and practice of negotiation, including readings from Alfredson and Cungu, Kerzner, and Ury and Fisher. The author reflects on the importance of negotiation in policy making and commercial projects, and identifies key negotiation strategies and skills.

(Insert Student Name) / (Insert Student Number) - PPMP20011 Portfolio template for Week 2
PPMP20011 Portfolio template – Week 2
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.
I have identified that the paper that is Paper written by Alfredsson and Cungu in
the year 2008 states the major practices by defining number of theoretical
concepts as well as methods that are considered to the theory as well as
practice of negotiation. On the other hand, it is found that the negotiation as
well as policy making procedure generally focusses on the basic concept of
negotiation, structural approach, strategic approach, behavioural approach as
well as integrative approach. Thus, it is analyzed that both the description that is
provided in the paper is mainly related with the negotiation.
I have identified that the more serious you tube video provides support to the
concept of commercial negotiation.
I have identified that art of negotiation is generally applicable with the Chunnel
project as it generally reflects on the importance of the negotiation project and
how the concept of commercial negotiation is mainly related with the project.
It is found that sometimes, negotiation is generally related with the policy
making. But it is identified that negotiation is one of the process that generally
helps in combining number of different conflicting positions into common
position and this, it is found that negotiation is not policy making but it is
generally related with the process of the policy making process.
No, I have identified that negotiating something which is mainly related with the
tangible outcome including Chunnel is not as same as negotiating something
that is generally intangible.
I have identified number of bullet points while going through the lecture notes
and the bullet points generally include description about the negotiation and it
is importance. It also elaborates the negotiation theories as well as its strategies
including integrative approach, structural as well as behavioural approach.
Weekly notes
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(Insert Student Name) / (Insert Student Number) - PPMP20011 Portfolio template for Week 2
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
It is found that negotiation has some similarities with the paper that is generally
written by the Alfedson and Cungu in the year 2008. It is found that the paper is
one of the literature reviews that generally focuses on the various practices that
are generally associated with the art of negotiation. Similarly, it is found that the
negotiation or policy making procedure is mainly dependent on number of
theories that include basis concepts of negotiation, structural approach,
behaviour approach, integrative approach as well as strategic approach. In
addition to this, it is found that there are seven elements of negotiation which
mainly includes identification of interests, people, identification options
commitments as well as communications.
Are any of the
activities above
relevant to your
reflections for the
learning outcomes
on the right?
It is found that commercial negotiation generally requires soft skills as well as
interpersonal skills including collaboration, problem solving skills as well as
interpersonal skills in order to maintain proper relationship with the those who
are generally involved with the process of negotiation. In addition to this, it is
found that leaders with appropriate negotiation skills generally have the ability
for actively take during the process of negotiation.
It is found that there are number of drivers that helps in involving within the
negotiation procedure. It is found that proper factors like authority, credibility
as well as information are generally related with commercial negotiation.
Tutorials, You tube
videos
References
Alfredson T., & Cungu A. 2008. Negotiation Theory and Practice http://www.fao.org/docs/up/easypol/550/4-5_negotiation_background_paper_179en.pdf;
Kerzner H. 2013. Project Management: A Systems Approach to Planning, Scheduling, and Control, 11th Edition. Hoboken, USA: John Wiley & Sons.
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(Insert Student Name) / (Insert Student Number) - PPMP20011 Portfolio template for Week 2
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 Tunnel https://en.wikipedia.org/wiki/Channel_Tunnel visited __/__/____.
Ury W., & Fisher R. 2012. Getting to YES: Negotiating an agreement without giving in. Penguin Random House Australia
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