Negotiations in project sales and delivery process : an application of negotiation analysis

Project sales and delivery processes entail complex negotiations between client and contractor, as the details of the project are agreed upon during extensive interaction, often over a substantial period of time. Although very little research has been done on project negotiations as such, established research in the area of negotiation analysis provides a theoretically well-founded framework for studying project negotiations. This study applies the negotiation analysis framework to describe and analyze negotiations in the context of project sales and delivery processes. The body of this report first develops an understanding of the concept of negotiation and reviews the negotiation analysis approach. Second, the project sales and delivery process and its distinctive features are reviewed and their implications on negotiations in projects are analyzed. Third, the logic and concepts of negotiation analysis are used to describe and analyze a selected set of negotiation strategies available to either the client or contractor at different phases of a single project. The main results of the study include a conceptualization of the project sales and delivery process as a negotiation problem, and a qualitative description of selected negotiation strategies in terms of negotiation analysis. The concepts used (e.g. phases of negotiation, interests, issues, and best alternatives to a negotiated agreement) can be applied in practical settings for the purposes of training professionals and preparing for negotiations, and ultimately for transforming negotiation games in the favor of practicing negotiators

A new governance approach for multi-firm projects: lessons from Olkiluoto 3 and Flamanville 3 nuclear power plant projects

We analyze governance in two contemporary nuclear power plant projects: Olkiluoto 3 (Finland) and Flamanville 3 (France). We suggest that in the governance of large multi-firm projects, any of the prevalent governance approaches that rely on market, hierarchy, or hybrid forms, is not adequate as such. This paper opens up avenues towards a novel theory of governance in large projects by adopting a project network view with multiple networked firms within a single project, and by simultaneously going beyond organizational forms that cut across the traditional firm–market dichotomy. Our analysis suggests four changes in the prevailing perspective towards the governance of large projects. First, there should be a shift from viewing multi-firm projects as hierarchical contract organizations to viewing them as supply networks characterized by a complex and networked organizational structure. Second, there should be a shift in the emphasis of the predominant modes of governance, market and hierarchy towards novel governance approaches that emphasize network-level mechanisms such as self-regulation within the project. Third, there should be a shift from viewing projects as temporary endeavors to viewing projects as short-term events or episodes embedded in the long-term sphere of shared history and expected future activities among the involved actors. Fourth, there should be a shift from the prevailing narrow view of a hierarchical project management system towards an open system view of managing in complex and challenging institutional environments

A chunk view of research into temporary organizations

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It takes two to tango

Purpose: The purpose of this paper is to develop further understanding of the interdependence between product and organization subsystems in the context of major projects by empirically elaborating the volume-variety matrix. Design/methodology/approach: Projects are perceived as systems that include a product subsystem (the project outcome) and an organization subsystem (the temporary multi-firm organizational network that produces the project outcome). This study addresses product-organization interdependence by analyzing product and organization subsystem components in terms of their uniqueness and reuse across multiple projects. The empirical analysis focuses on four global renewable fuels refinery projects implemented by Neste from 2003 to 2011. The refineries are based on the same proprietary technology but are unique at the project level. Findings: The findings indicate interesting interdependencies between product and organization subsystems when analyzed at the component level: the findings suggest both diagonal and off-diagonal positions in the volume-variety matrix. An example of an off-diagonal position is a reused organization subsystem component associated with a unique product subsystem component, meaning that choosing the same organization in a future project can be used for acquiring an improved and, thereby, unique product subsystem component. Originality/value: The study elaborates upon the volume-variety matrix in the context of major projects. The findings related to off-diagonal positions in the matrix provide new knowledge on combinations at the component level where a reused organization can be associated with a unique product, and vice versa. This has direct implications for management of projects.Peer reviewe

Project Business as a research field

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