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PPMP20011 Commercial Project Negotiation

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Question:

Cheung & Chow found in 2011 that withdrawal occurs when a negotiator loses the desire to continue with discussions.  They furthermore posit that their findings show that task-, emotion-, and competition-oriented negotiators are more likely to withdraw. The counterforce against withdrawal is when the negotiators are relation-oriented. In conclusion they find that good negotiators are those who are good at the technical aspects of the dispute and are emotionally stable (p. 1078). The research by Cheung & Chow is somewhat supported by the attitude-based strategic negotiation approach proposed in the negotiation decision support system by Yousefi, Hipel, & Hegazy 2010. Both Cheung & Chow, and Yousefi, Hipel, & Hegazy researches are also somewhat consistent with Walker & Walker’s 2015 research.  Therefore, identifying the KSAE that will best avoid withdrawal and encourage relation development is a good strategy for negotiators.

A conclusion drawn from Walker & Walker’s research are three tables – Table 11 the platform facilities (p. 117-118); Table 12 the behavioural factors (p. 119-120), and Table 13 the process drivers (p. 121-123). These tables and other artefacts then are suggested as supporting KSAE (knowledge, skills, attributes, and experience) that are required in varying intensity to meet the needs of RBP (relationship-based procurement). Walker & Walker summarise (on pp.123-133) the KSAE as:

  • Technical KSAE;
  • Project Management KSAE;
  • Business Solution KSAE;
  • …and Relational KSAE.

This report is based on the contents of Walker and Walker 2015 Collaborative Project Procurement Arrangements; Yousefi S., Hipel K.W., & Hegazy T. 2010. “Attitude-Based Strategic Negotiation for Conflict Management in Construction Projects”. Project Management Journal Special Issue: PMI Research and Education Conference 2010 Volume 41, Issue 4, pages 99-107, September 2010; Cheung S.O., & and Chow P.T. 2011. “Withdrawal in Construction Project Dispute Negotiation”. Journal of Construction Engineering and Management. Volume 137, Issue 12 (December 2011); Directing plus Managing Successful Projects with PRINCE2 (2009); A Guide to the Project Management Body of Knowledge (PMBOK Guide) 5th Edition (2013); and Kerzner Project Management: A Systems Approach to Planning, Scheduling and Controlling (2013). Please complete this report for the Recommendations (p. 9 & 36-38) contained in the KPMG 2012

Complete the projects given below:

Project 1: Forward Strategy For Payroll System

Project 2: Governance And Decision-making

Project 3: People And Change

Project 4: Funding

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My Assignment Help (2020) Commercial Project Negotiation [Online]. Available from: https://myassignmenthelp.com/free-samples/ppmp20011-commercial-project-negotiation/forward-strategy-for-payroll-system.html
[Accessed 30 July 2021].

My Assignment Help. 'Commercial Project Negotiation' (My Assignment Help, 2020) <https://myassignmenthelp.com/free-samples/ppmp20011-commercial-project-negotiation/forward-strategy-for-payroll-system.html> accessed 30 July 2021.

My Assignment Help. Commercial Project Negotiation [Internet]. My Assignment Help. 2020 [cited 30 July 2021]. Available from: https://myassignmenthelp.com/free-samples/ppmp20011-commercial-project-negotiation/forward-strategy-for-payroll-system.html.


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