PPMP20011 Unit Portfolio Week 5: Negotiation and Communication

This portfolio, submitted by a student, analyzes the differences between commercial negotiation and project communication within the context of project management. It explores how economic, strategic, and tactical logics influence negotiation processes. The assignment examines the impact of 'hard' and 'soft' governance features, as well as accountability and transparency, on negotiation approaches. It investigates how project complexity affects negotiation methods and assesses the relevance of the Johari-oriented Cynefin typology. The portfolio also discusses the relationship between the week's topics and previous weeks, the role of the project manager in negotiation, and contrasts the project levels discussed in the material with those in PMBOK. The student provides insights into these concepts, supporting the analysis with relevant references.

(Insert Student Name) / (Insert Student Number) - PPMP20011 Unit Portfolio for Week for Week 5
Weekly Portfolio Learning Table
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;
Communication in
commercial
negotiation on both
sides is vital for
reaching the desired
goal. On the other
hand, the project
team and the client
participates in project
communication
where the details of
the project and the
respective concerns
are discussed.
1. 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?
Our interactions for the negotiation process would vary with respect to
the logic that we would be following. For Economic we would focus on
the price, for Strategic we would focus on relationship building
between us and the vendor and for Tactical we would focus on the
importance of the product or the service in the project.
2. In what way, would the Governance ‘Hard’ features impact on our
approach to the Negotiation Interaction Process and Negotiation?
The ‘Hard’ features governs the core negotiation terms. Therefore,
these features have direct impact on the negotiation terms as they
cannot be changed or manipulated during the negotiation.
3. In what way, would the Governance ‘Soft’ features impact on our
approach to the Negotiation Interaction Process and Negotiation?
The ‘Soft’ features can be manipulated or changed to some extent to
impact the terms of the negotiation. Therefore, we can change the
‘Soft’ features as and when required.
4. In what way, would the Accountability and Transparency features of
Governance impact on our approach to the Negotiation Interaction
Process and Negotiation?
Accountability would mean that the vendor is held responsible for the
final product or service provided and Transparency would mean that
the vendor or the procurement team is not hiding any details regarding
the product or services. This is crucial for negotiation as it generates
Rojot, J. (2016).
Negotiation: from theory
to practice. Springer.
Steele, P. T., & Beasor, T.
(2017). Business
negotiation: A practical
workbook. Routledge.
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(Insert Student Name) / (Insert Student Number) - PPMP20011 Unit 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
trust between both the parties upon which future negotiations will
depend.
5. 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 nature of the project is of importance for negotiation. This is
because the urgency of the project also determines the urgency of the
procurement which in turn determines the type of negotiation to be
followed.
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?
Yes, the model poses great value when applied to Commercial project
negotiation. This is because the model focuses on creating awareness
about the nature of the project for which the negotiation will be
conducted.
7. What does the material in this week have to do with the Chunnel
Project?
The material of this week aids in explaining the type of negotiation that
could have been used to determine the nature of the Chunnel project.
Therefore, the materials clearly help me to identify the negotiation
techniques that should have been used in the Chunnel Project.
8. How does this week’s topic relate to the previous week’s topics?
This week’s topic is about a comparison between commercial
negotiation and project negotiation. Therefore, this week’s topic is
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(Insert Student Name) / (Insert Student Number) - PPMP20011 Unit 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
closely related to the previous week’s topics which are about
commercial negotiation as well.
9. What role does the project manager have in the negotiation process?
The project manager acts as an aid to the representative of the
procurement team responsible for the negotiation. The project
manager’s level also determines the role that the person would play in
the negotiation.
10. Are the levels discussed in Chapter 3 the same as the project, program
and portfolio levels in the PMBOK?
No, they are not the same. This is because Chapter 3 discusses about
the nature of the project which affects the negotiation whereas the
levels in PMBOK discusses negotiation based on the roles of the
respective managers.
Kerzner, H., & Kerzner, H.
R. (2017). Project
management: a systems
approach to planning,
scheduling, and
controlling. John Wiley &
Sons.
3 of 5

(Insert Student Name) / (Insert Student Number) - PPMP20011 Unit 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
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