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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 3
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 2 - 2018

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

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

No previous feedback available

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: Staff feedback and peer review.
Feedback
Additional teaching, reading and case study material.
Recommendation
The material has been incorporated within the unit.
Action Taken
Additional teaching material was incorporated into the Moodle site.
Source: Student and self-evaluation
Feedback
The unit content and assignments need to be clearer and more pertinent to project negotiation.
Recommendation
Review and revise unit learning materials and assessments.
Action Taken
Nil.
Source: Student and self-evaluation
Feedback
The recommended reading textbook is confusing with little relevance to the unit
Recommendation
Change the recommended reading materials for the unit.
Action Taken
Nil.
Source: Student and self-evaluation
Feedback
Learning would be enhanced by using more practical examples to highlight concepts of negotiation.
Recommendation
Revise materials to be more interactive and engaging.
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
1 - Practical Assessment
2 - Practical Assessment
3 - Presentation and Written Assessment
4 - Portfolio