PPMP20011: Analyzing Project Manager's Role in Commercial Negotiation

This portfolio examines the role of the project manager in commercial negotiation, focusing on diverse contractual arrangements and project procurement. It covers topics such as project management standards, frameworks, and their impact on commercial negotiation, referencing materials like Walker & Walker (2015) and the Channel Tunnel case study. The portfolio also explores methods of project negotiation, conflict management, and stakeholder engagement, considering differing technology standards and asset lifecycles. Furthermore, it analyzes common arguments using logic, persuasion, and influence factors in stakeholder agendas, linking these concepts to the philosophical basis and methods of negotiation. The document highlights the importance of relationship-based procurement, negotiation theory, and practical application in project management, with references to various sources including Alfredson & Cungu (2008), Kerzner (2013), and PMI's PMBOK Guide.

(Insert Student Name) / (Insert Student Number) - PPMP20011 Portfolio template for Week 3
PPMP20011 Portfolio template – Week 3
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 3 Topic: The
Role of the Project
Manager in
Commercial
Negotiation.
Collaborative Project
Procurement
Arrangements
(2015) by Derek H. T.
Walker and Beverly
M. Lloyd Walker;
1. Describe the
operation of diverse
and complex
government and non-
government project
contractual
arrangements
relevant to a range of
managed services,
ICT, and build
agreements.
I have identified that the project manager generally plays a great role in the
commercial negotiation. It is found that commercial project manager generally
does not directly helps in controlling as well as supervising the accounting but
they generally work with different marketing, sales as well as well as accounting
department. I have identified that their main responsibilities may involve
analysis of the prepared budget as well as making proper suggestions on the
various cost cutting methods y sending the status reports
I have analyzed that the role of the project manager does not varies with the
type of project or industry as the project manager will take the lead role in
planning, executing, monitoring as well as executing the project successfully
within the expected time for achieving the goals and objectives.
Yes, the role generally varies as per the designation of the person. It is found
that the project manager has the responsibility of initiating, planning, executing
as well as completion of the project whereas program manager has the
responsibility of planning and governance for overseeing proper and successful
delivery of the program. In addition to this, the portfolio management is mainly
responsible of making proper decisions related with the investment mix and
policies.
It is found that channel tunnel helps in providing proper information about
project negotiation. It generally elaborates how the negotiation occurred during
the project. It also assists in reflecting information how negotiation would
mitigate any of the subsequent outcomes as well as how successful negotiation
is generally required between the various parties.
I have analyzed that relationship based has generally came in order to mean
many things round the entire world with stable agreement. It is found that RBP
Weekly notes
Channel tunnel
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(Insert Student Name) / (Insert Student Number) - PPMP20011 Portfolio template for Week 3
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
procurement approach needs various success factors including commitment,
trust, communication, financial capability, financial capability and more. I have
identified that relationship-based procurement generally leads to the mutual
benefit that is achieved in the construction of various business to business
dealings in order to provide proper benefit that is generally fragmented over the
supply chains. It is identified that the research within the area of the relationship
marketing generally assists in providing proper insight of the key variables that
are generally helpful in collaboration as well as in the procedure of cooperation.
I have identified that negotiation is one of the communication processes with
proper objective of reaching to an agreement with proper compromise. It is
found that appropriate negotiation is one that is mainly accomplished and that
generally assists in securing the supplies as well as materials and services with
right quality.
It is found that the engagement of the project manager generally varies. The
engagement of the project manager generally depends on the work that is
generally needed to be performed in order to achieve the goals and objectives. I
have analyzed that engagement management in context to project manager is
one of the systematic procedures that generally initiates with the project and
ends with the closure of the project. This generally has an accountable
component that is mainly associated with the organization that further helps in
overseeing the profitability of the project engagement within an organization.
Alfredson T., & Cungu A.
2008. Negotiation Theory
and Practice
http://www.fao.org/docs
/up/easypol/550/4-
5_negotiation_backgrou
nd_paper_179en.pdf;
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(Insert Student Name) / (Insert Student Number) - PPMP20011 Portfolio template for Week 3
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.
Walker D.H.T., & Lloyd-Walker B.M. 2015. Theory and Practice Collaborative Project Procurement Arrangements. PMI Published Research.
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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