PPMP20011 Unit Portfolio: Deep Dive into Negotiation Theory & Practice

This PPMP20011 Unit Portfolio for Week 2 delves into the theory and practice of negotiation, emphasizing its importance in project management. It covers fundamental concepts, commercial learning, and the significance of stakeholder management in negotiation processes. The portfolio highlights the difference between tangible and intangible outcomes, the role of communication, and the use of soft skills in achieving successful project negotiations. It also touches upon the drivers of negotiation, such as understanding, observation skills, and decision-making abilities, and the importance of tools like power, emotional labeling, listening skills, and patience in conflict resolution and project success.

(Insert Student Name) / (Insert Student Number) - PPMP20011Unit Portfolio for Week 2
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 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.
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.
This week’s learning has helped me in understanding the basic process and
essential of project negotiation. From the essential readings I have understood
the concept of commercial learning and its importance. The Chunnel project has
undergone many negotiations in its process as well.
I have understood that the negotiation is a process of policy making and is an
important process of decision making as well.
I have learnt the difference between the negotiation of the tangible and the
intangible outcomes and it is not the same.
Role of stakeholders are integral in the negotiation process and the proper
management of stakeholders are necessary as well. For managing the
stakeholders, it is essential to keep the stakeholders informed about the project
progress and progress in the negotiation process.
1 of 4

(Insert Student Name) / (Insert Student Number) - PPMP20011Unit Portfolio 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
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
and drivers that
develop, maintain,
mange relationships
and communication
with key
stakeholders.
I have understood that the negotiation requires soft and interpersonal skills and
there is an involvement of emotion in the process. Such as a friendly negotiation
is expected to achieve its goals more easily.
The drivers of the negotiation process are good communication, good
understanding and observation skills along with a proper decision making ability.
Are any of the
activities above
relevant to your
reflections for the
learning outcomes
on the right?
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.
This week learning has helped me in understanding and learning the different
ingredients or needs for successful project negotiation.
Rojot, J.,
2016. Negotiation: from
theory to practice.
Springer.
Are any of the
activities above
relevant to your
6. Evaluate project
management tools
The essential tool of negotiation is therefore the use of power and emotional
labelling along with a good listening ability and patience.
2 of 4

(Insert Student Name) / (Insert Student Number) - PPMP20011Unit Portfolio 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
reflections for the
learning outcomes
on the right?
that help avoid or
provide conflict
resolution via
negotiated solutions.
3 of 4

(Insert Student Name) / (Insert Student Number) - PPMP20011Unit Portfolio for Week 2
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. 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 __/__/____.
Ury W., & Fisher R. 2012.Getting to YES: Negotiating an agreement without giving in. Penguin Random House Australia
Rojot, J., 2016. Negotiation: from theory to practice. Springer.
4 of 4