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PPMP20011 - Commercial Project Negotiation

General Information

Unit Synopsis

Communicating through negotiation requires a mix of many skills including, soft skills, interpersonal skills, people skills, and subject matter and generic skills. This unit focuses the elements of negotiation and conflict, leadership communication, argument and persuasion, assertiveness and emotional intelligence, within the tangible commercial and legal attributes of the commercial project negotiation process. During the unit diverse and complex government and non-government contractural arrangements are investigated. Methods of project negotiation and conflict management in projects comprising differing technological and asset lifecycles are explored to obtain stakeholder commitment. As a result of the techniques, case studies and vinaigrettes studied students are shown how a foundation for lasting, fair and creative commercial project agreements between negotiating parties is obtained.

Details

Level Postgraduate
Unit Level 9
Credit Points 6
Student Contribution Band SCA Band 4
Fraction of Full-Time Student Load 0.125
Pre-requisites or Co-requisites There are no pre-requisites for the unit.

Important note: Students enrolled in a subsequent unit who failed their pre-requisite unit, should drop the subsequent unit before the census date or within 10 working days of Fail grade notification. Students who do not drop the unit in this timeframe cannot later drop the unit without academic and financial liability. See details in the Assessment Policy and Procedure (Higher Education Coursework).

Class Timetable View Unit Timetable
Residential School No Residential School

Unit Availabilities from Term 1 - 2017

Term 1 - 2017 Profile
Brisbane
Distance
Melbourne
Sydney
Term 2 - 2017 Profile
Brisbane
Distance
Melbourne
Perth
Sydney
Term 3 - 2017 Profile
Brisbane
Distance
Melbourne
Sydney
Term 1 - 2018 Profile
Brisbane
Distance
Melbourne
Perth
Sydney
Term 2 - 2018 Profile
Brisbane
Distance
Melbourne
Perth
Sydney
Term 3 - 2018 Profile
Brisbane
Distance
Melbourne
Perth
Sydney
Term 1 - 2019 Profile
Brisbane
Melbourne
Online
Perth
Sydney
Term 2 - 2019 Profile
Brisbane
Melbourne
Online
Perth
Sydney
Term 3 - 2019 Profile
Brisbane
Melbourne
Online
Perth
Sydney
Term 1 - 2020 Profile
Brisbane
Melbourne
Online
Perth
Sydney
Term 2 - 2020 Profile
Brisbane
Melbourne
Online
Perth
Sydney
Term 3 - 2020 Profile
Brisbane
Melbourne
Online
Perth
Sydney
Term 1 - 2021 Profile
Brisbane
Melbourne
Online
Perth
Sydney
Term 2 - 2021 Profile
Brisbane
Melbourne
Online
Perth
Sydney
Term 1 - 2022 Profile
Brisbane
Melbourne
Online
Perth
Sydney
Term 2 - 2022 Profile
Brisbane
Melbourne
Online
Perth
Sydney
Term 3 - 2022 Profile
Brisbane
Melbourne
Online
Perth
Sydney
Term 1 - 2023 Profile
Brisbane
Melbourne
Online
Sydney
Term 2 - 2023 Profile
Brisbane
Melbourne
Online
Sydney
Term 3 - 2023 Profile
Brisbane
Melbourne
Online
Sydney
Term 1 - 2024 Profile
Brisbane
Melbourne
Online
Sydney
Term 2 - 2024 Profile
Brisbane
Melbourne
Online
Sydney
Term 3 - 2024 Profile
Brisbane
Melbourne
Online
Sydney

Attendance Requirements

All on-campus students are expected to attend scheduled classes – in some units, these classes are identified as a mandatory (pass/fail) component and attendance is compulsory. International students, on a student visa, must maintain a full time study load and meet both attendance and academic progress requirements in each study period (satisfactory attendance for International students is defined as maintaining at least an 80% attendance record).

Assessment Overview

Recommended Student Time Commitment

Each 6-credit Postgraduate unit at CQUniversity requires an overall time commitment of an average of 12.5 hours of study per week, making a total of 150 hours for the unit.

Assessment Tasks

Assessment Task Weighting
1. Practical Assessment 25%
2. Practical Assessment 25%
3. Presentation and Written Assessment 20%
4. Portfolio 30%

This is a graded unit: your overall grade will be calculated from the marks or grades for each assessment task, based on the relative weightings shown in the table above. You must obtain an overall mark for the unit of at least 50%, or an overall grade of ‘pass’ in order to pass the unit. If any ‘pass/fail’ tasks are shown in the table above they must also be completed successfully (‘pass’ grade). You must also meet any minimum mark requirements specified for a particular assessment task, as detailed in the ‘assessment task’ section (note that in some instances, the minimum mark for a task may be greater than 50%).

Consult the University’s Grades and Results Policy for more details of interim results and final grades

Past Exams

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Previous Feedback

Term 1 - 2023 : The overall satisfaction for students in the last offering of this course was 84.62% (`Agree` and `Strongly Agree` responses), based on a 40.63% response rate.

Feedback, Recommendations and Responses

Every unit is reviewed for enhancement each year. At the most recent review, the following staff and student feedback items were identified and recommendations were made.

Source: SUTE
Feedback
The unit provided students with an opportunity to gain in-depth knowledge about procurement and contract management
Recommendation
Maintain good teaching practice and continue updating the unit material with research-informed and research-based material
Action Taken
The teaching staff practised very interactive and student-centred teaching pedagogy. Some unit materials were updated based on real-life case studies and up-to-date research materials.
Source: SUTE
Feedback
Peer assessment for assignment one provided an opportunity to learn from other students' work and reflect on my own knowledge and understanding of the unit material
Recommendation
Provide clear guidelines and examples for conducting the peer assessment by students
Action Taken
Assessment 1 included the peer assessment, allocating 10% of total marks. There was an example and practice session for conducting the peer assessment.
Source: Student evaluation
Feedback
Learning from this unit was a good experience. Instructions, guidelines and teaching from the unit coordinator and tutor was good.
Recommendation
The teaching team will continue to provide outstanding academic support for the students and give them a better education and learning experience at CQU.
Action Taken
Nil.
Source: Student evaluation
Feedback
Very supportive and great skills to communicate.
Recommendation
This practice will be continued with a continuous improvement goal for more effective communication.
Action Taken
Nil.
Source: Student evaluation
Feedback
When it came to reviewing a submitted assessment or class task, some students believed that more attention and focus response time to emails could have been more timely.
Recommendation
The teaching staff, including the Unit Coordinator, will reply to students' queries and give them sufficient feedback on time in the future.
Action Taken
Nil.
Source: Teaching team
Feedback
There was a peer assessment practice item on Moodle. However, most of the students did not practice enough, which impacted their submissions and gradings.
Recommendation
The peer assessment practice session must be continued. The unit coordinator can make a video on how to do the peer assessment. The tutors can have a session or a part of a session where students will practice the peer assessment tasks in the tutorial session. 
Action Taken
Nil.
Unit learning Outcomes

On successful completion of this unit, you will be able to:

  1. Describe the operation of diverse and complex government and non-government project contractural 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.

The unit contributes to the required number of academic study units for students wishing to undertake profession certification with the Project Management Institute's (PMI) professional qualifications, such as CAPM or PMP.

Alignment of Assessment Tasks to Learning Outcomes
Assessment Tasks Learning Outcomes
1 2 3 4 5 6
1 - Practical Assessment
2 - Practical Assessment
3 - Presentation and Written Assessment
4 - Portfolio
Alignment of Graduate Attributes to Learning Outcomes
Advanced Level
Professional Level
Graduate Attributes Learning Outcomes
1 2 3 4 5 6
1 - Knowledge
2 - Communication
3 - Cognitive, technical and creative skills
4 - Research
5 - Self-management
6 - Ethical and Professional Responsibility
7 - Leadership
Alignment of Assessment Tasks to Graduate Attributes
Advanced Level
Professional Level
Assessment Tasks Graduate Attributes
1 2 3 4 5 6 7 8
1 - Practical Assessment
2 - Practical Assessment
3 - Presentation and Written Assessment
4 - Portfolio