The objective of this week’s topic is to make sure you have an appreciation of the fundamentals of...

Question

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.

Try to ask yourself the questions that were in the slides in this week’s lecture:

1. Does the ‘Theory’ outlined in the Alfredson T., & Cungu A.,2008 paper match the concept of negotiation in this unit?

2. 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?

3. Is the “Art of Negotiation” applicable to the Chunnel Project?

In Alfredson T., & Cungu A.2008.NegotiationTheory and Practice paper they raise a number of points, in reflection:

4. Is negotiation really part of policy making? In what way is it so?

5. 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?

Kerzner XXXXXXXXXXSection 25.5Managing Troubled Projects also raises interesting points. So how many of the can be used as trigger points that negotiation should be employed to avoid a troubled project:

1. What bullet point in this section apply to negotiation?

2. Are there any similarities between Alfredson T., & Cungu A.2008 paper and this section?

Could Kerzner’s Recovery Life-Cycle Phases be applied in the Theory outlined in Alfredson & Cungu?

Making an overall reflection of PPMP20011:

1. Does Commercial Negotiation require soft skills, and interpersonal skills or is it about contracts and procedures without any emotion being involved?

2. What are the drivers that motivate the parties involved in a negotiation process?

qfile_636784700859119744_123354_1.pdf qfile_636784700859119744_123354_2.pdf qfile_636784700859119744_123354_3.pdf

Soumi · Accepted Answer

PHILOSOPHICAL AND METHOD BASED APPROACH TO THE CONCEPT OF NEGOTIATION 
The concepts presented in the current unit and that provided by Alfredson and Cungu (2008) are same on the base level, which gives a proper assumption about negotiation, however, the approach to negotiation and its associated contexts are very different from one another. As stated by Alfredson and Cungu (2008), negotiations are meant for larger human wellbeing and must be considered in international context. 
In the given YouTube videos, the focus remains on the benefitting of all sides taking part in a negotiation, bringing into focus the benefits of having a shared goal and understanding the demand of one another to stop wastage of tangible and intangible resources. As mentioned by Zhan, Luo, Feng and He (2018), negotiations between relatively equal powers remains fruitful, while the stronger arguer wins better shares by presenting incorrect data and making the other party miss negotiation terms. 
In case of the Chunnel Project, the art of negotiation can be applicable, although on tangible gain basis. The Chunnel Project does impact the economy of both UK and France, making the negotiation aspect necessary to reduce issues such as illegal immigrations, smuggled goods transport and accidents due to lack of management (Pena-Mora & Tamaki, 2001).

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. Try to ask yourself the questions that were in...

Solution

Answer To This Question Is Available To Download

Related Questions & Answers

Submit New Assignment