PPMP20011 Unit Portfolio: Communicating in Commercial Negotiation

This portfolio assignment, part of the PPMP20011 unit, focuses on the critical aspects of commercial negotiation and project communication. It delves into the differences between commercial negotiation and project communication, examining how negotiation processes vary based on economic, strategic, and tactical logic. The assignment explores the impact of governance features, project complexity, and the Johari-Oriented Cynefin Typology on negotiation approaches. It also covers the role of the project manager in negotiation, communication requirements in commercial settings, and the importance of non-verbal communication. The assignment includes reflections on reading materials, learning outcomes, and supporting documentation, providing a comprehensive understanding of negotiation strategies, conflict management, and stakeholder engagement within the context of project management. The student analyzes various aspects of negotiation, including disputes, claims, variations, arbitration, and the differences in government and private sector negotiations. Finally, the assignment covers project management standards, frameworks, contractual arrangements, and the philosophical basis of negotiation, including arguments, logic, and ethics.

(Insert Student Name) / (Insert Student Number) - PPMP20011Unit Portfolio for Week for Week 5
PPMP20011 Portfolio Template – Week 5
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 5 Topic:
Communicating in
Commercial
Negotiation vs. Project
Communication.
Collaborative Project
Procurement
Arrangements (2015)
by Derek H. T. Walker
and Beverly M. Lloyd
Walker;
3. Differentiate
methods of project
negotiation, conflict
management, and
stakeholder
engagement across
projects consisting of
differing technology
standards and asset
lifecycles.
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?
It is identified that the procedure of negotiation interaction mainly helps in
reflecting on the various types of economic logic, tactical as well as strategic
logic. As per the current approach, it is analyzed that the tactical logic generally
helps in reflecting on the rational as well as on different criteria of emotion that
further includes proper risk assessment. On the other hand, it is found that the
strategic logic generally reflects on the desire to achieve the focus of the
customers as well as cost advantage. Additionally, it is identified that generally
deals on the concept that reflects on the lack of choice.
2. In what way, would the Governance ‘Hard’ features impact on our
approach to the Negotiation Interaction Process and Negotiation?
Yes, it is found that the government hard features generally help in
creating impact on the different approach of negotiation interaction
procedure.
3. In what way, would the Governance ‘Soft’ features impact on our
approach to the Negotiation Interaction Process and Negotiation?
Yes, it is found that the government soft features generally help in creating
impact on the different approach of negotiation interaction procedure.
4. 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?
It is found that the approach that is mainly related with the negotiation
Weekly notes
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(Insert Student Name) / (Insert Student Number) - PPMP20011Unit Portfolio for Week for Week 5
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
interaction process as well as negotiation related methodologies generally vary
due to Tame, wickedness as well as complexity of the project. Thus, it is quite
necessary to develop strategies that will be able to handle Tame, messy,
wickedness as well as project complexity for executing the project quite
successfully.
5. 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?
After proper analysis, I have identified that Johari-Oriented Cynefin Typology is
one of the most significant as well as meaningful models that are generally used
within the commercial negotiation as well as communication. It is found that
this model is considered as one of the important methodologies as this model is
mainly utilized within the project in order to discuss about the implications of
complexity in the project.
At an overall level:
6. What role does the project manager have in the negotiation process?
The project managers are generally responsible of fulfilling the three
negotiation roles. In the first role, the project manager act as a negotiator and
resolves the problems as well as disputes whereas in the second role, the
project manager helps in involving a third party so that they can help in
resolving the impasses.
Are any of the activities
above relevant to your
reflections for the
learning outcomes on
the right?
4. Explain and apply
methods of
identifying and
reconciling
inconsistent and
conflicting objectives
1. What is Project Communication (see PMBOK chapter 10)?
Communication is considered as a key in project management. It is found that
for making a project successful, it is very much important to communicate
effectively with all the stakeholders of the organization so that the work
associated with the project can be completed successfully.
2. What Communication is required in Commercial Negotiation?
It is found that non-verbal communication generally helps in playing an
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) - PPMP20011Unit Portfolio for Week for Week 5
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
and drivers that
develop, maintain
and manage
relationships and
communication with
key stakeholders.
important role within an effective negotiation. It is found that with the help of
proper non-verbal communication, the commercial contracts can be made
effectively for the project work.
3. What communication can we identify in the Channel Tunnel Project?
It is found that the channel tunnel project generally helps in providing proper
information about the amount of negotiation that has generally occurred within
the project and with whom the process of negotiation is generally undertaken.
Furthermore, it is found that proper information about the how successful
negotiation are helpful in negotiating the subsequent outcomes are also
elaborated.
4. What lack of communication can we identify in the QLD Health Payroll
situation?
It is found that in QLD health payroll situation, proper information about the
commercial negotiation within the project is not provided. Furthermore, it is
very much important to answer how QH payroll and negotiation and conflict
report generally change your ideas that are related with commercial
negotiation.
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.
Peña-Mora F., and Tamaki T. 2001. "Effect of Delivery Systems on Collaborative Negotiations for Large -Scale Infrastructure Projects”. Journal of
Management in Engineering. April 2001 pp.105-121
PMI. 2013a. A Guide to the Project Management Body of Knowledge (PMBOK Guide) 5th Edition. USA: Project Management Institute.
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(Insert Student Name) / (Insert Student Number) - PPMP20011Unit Portfolio for Week for Week 5
Ury W., & Fisher R. 2012. Getting to YES: Negotiating an agreement without giving in. Penguin Random House Australia
Walker D.H.T., & Lloyd-Walker B.M. 2015. Theory and Practice Collaborative Project Procurement Arrangements. PMI Published Research.
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