Project negotiation analysis

Negotiating2Project negotiation analysis

Project negotiation analysis
Jarkko Murtoaro a , Jaakko Kujala
BIT Research Centre, Helsinki University of Technology, P.O. Box 5500, FIN-02150 Espoo, Finland
Department of Industrial Engineering and Management, Helsinki University of Technology, P.O. Box 5500, FIN-02150 Espoo, Finland
Received 8 November 2006; received in revised form 14 February 2007; accepted 6 March 2007

Abstract

Project negotiation analysis
Jarkko Murtoaro
a
, Jaakko Kujala
b,
*
a
BIT Research Centre, Helsinki University of Technology, P.O. Box 5500, FIN-02150 Espoo, Finland
b
Department of Industrial Engineering and Management, Helsinki University of Technology, P.O. Box 5500, FIN-02150 Espoo, Finland
Received 8 November 2006; received in revised form 14 February 2007; accepted 6 March 2007
Abstract
Although it is widely admitted that the client and contractor face significant difficulties in negotiating major projects, project negotiations have not attracted much attention in the academia. Negotiations have not been studied very systematically in the project context,research lacks a common abstraction of the subject and there exists a serious gap in knowledge, for instance as to what frames of thought can assist project practitioners in crafting better agreements. This study proposes a systematic, logically consistent and theoretically well-founded approach to the study of project negotiations. The basic idea of the approach is to embrace both the buyer and seller perspectives in a single continuum of recurring negotiations, oriented around the zone of possible agreement. Evidence for the validity and relevance of the approach is developed through an empirical inquiry into the negotiations surrounding the construction of a World TradeCenter complex. The results of the study suggest that the approach allows documentation and communication of descriptive and explan-atory insights from past project negotiations, including profound efficiency and fairness considerations. Finally, as the next logical step
on the research agenda and an attractive venue for future research, the study proposes to expand the scope of application to prescriptiveuses, i.e., the development of advice to project practitioners in on-going negotiations.

Project negotiation analysis

Be the first to comment

Leave a Reply

Tu dirección de correo no será publicada.


*


Google Analytics