Learn smart - Learn online. Upto 88% off on courses for a limited time. View Courses

Securing Higher Grades Costing Your Pocket? Book Your Assignment at The Lowest Price Now!
Add File

Error goes here

Files Missing!

Please upload all relevant files for quick & complete assistance.

Guaranteed Higher Grade!

PPMP20011 Commercial Project Negotiation

tag 0 Download 22 Pages / 5,464 Words tag 17-11-2020


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

Download Sample Now

Earn back the money you have spent on the downloaded sample by uploading a unique assignment/study material/research material you have. After we assess the authenticity of the uploaded content, you will get 100% money back in your wallet within 7 days.

Unique Document

Under Evaluation

Get Money
into Your Wallet

Total 22 pages

Cite This Work

To export a reference to this article please select a referencing stye below:

My Assignment Help (2020) Commercial Project Negotiation [Online]. Available from:
[Accessed 10 August 2022].

My Assignment Help. 'Commercial Project Negotiation' (My Assignment Help, 2020) <> accessed 10 August 2022.

My Assignment Help. Commercial Project Negotiation [Internet]. My Assignment Help. 2020 [cited 10 August 2022]. Available from:

We Can Help!

Get top notch assistance from our best tutors !
Excel in your academics & career in one easy click!


Other Samples

Content Removal Request

If you are the original writer of this content and no longer wish to have your work published on then please raise the content removal request.


5% Cashback

On APP - grab it while it lasts!

Download app now (or) Scan the QR code

*Offer eligible for first 3 orders ordered through app!

callback request mobile
Have any Query?