Page 247 - DMGT521_PROJECT_MANAGEMENT

Project Management Neetu Singh, Lovely Professional University

Notes Unit 14: Conflict and Negotiation

CONTENTS
Objectives
Introduction
14.1 Conflict is everywhere
14.2 Negotiation

14.2.1 Definition and Scope
14.2.2 The Prevalence of Negotiation
14.3 Alternatives to Negotiation
14.4 Negotiating Conflicts
14.5 Need and Importance of Negotiation
14.5.1 Dynamic Nature of Business
14.5.2 Interdependence

14.5.3 Competition
14.5.4 Information Age
14.5.5 Globalization
14.6 Preconditions for Negotiations
14.7 Elements of Negotiation
14.8 Nature and Type of Negotiation
14.8.1 Distributive Negotiations – The Fixed Pie
14.8.2 Distributive Bargaining Basics
14.8.3 Integrative Negotiations – Everybody Wins Something (usually)

14.9 Project Review and Administrative Aspects
14.9.1 Post Completion Audits
14.9.2 Abandonment Analysis
14.10 Summary
14.11 Keywords
14.12 Review Questions
14.13 Further Readings

Objectives

After studying this unit, you will be able to:
 Define conflict and negotiation
 Describe about nature and type of negotiation

 Discuss about project review and administrative aspects
 Describe about post completion audits and abandonment analysis

242 LOVELY PROFESSIONAL UNIVERSITY