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PPMP20011 Commercial Project Negotiation For Project Managers

tag 0 Download 4 Pages / 786 Words tag 23-11-2020


  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
  2. Analyse common arguments using logic, persuasion and influence factors as commonly applied to conflicting and/or competing stakeholder agendas
  3. Differentiate methods of project negotiation, conflict management, and stakeholder engagement across projects consisting of differing technology standards and asset lifecycles
  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
  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
  6. Evaluate project management tools that help avoid or provide conflict resolution via negotiated solutions

Commercial Planning and Commercial Projects

  • What is a Commercial Planning?
  • What is a Commercial Project?
  • What role does Commercial Planning and Commercial Project Management have in the project, program, and a portfolio hierarchy?
  • Are there any essential keys for success between the participants of large scale projects?

Theory of Negotiation and Negotiation in Practice

  • Does the ‘Theory’ outlined in the Alfredson T., & Cungu A., 2008 paper match the concept of negotiation on this unit?
  • In the more serious YouTube videos do you find that they support or contradict the concept of “commercial negotiation” as outlined in the first two weeks of the unit?
  • Is the “art of negotiation” applicable to the Chunnel Project?
  • Is negotiation really part of policy making? In what way is it so?
  • Is negotiating something that is related to a tangible outcome, such as the Chunnel, the same as negotiating something that is intangible, such as the end of a war?

The Role of the Project Manager in Commercial Negotiation

  • What is Relationship-based Procurement (RBP)?
  • What does Procurement have to do with Negotiation?
  • In what way does the engagement of the Project Manager vary according to the level (1, 2, & 3)?
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