An example is presented to demonstrate how the proposed framework operates, and practical implications for managers of project-based organizations are offered. Such a commitment facilitates win-win outcomes. Thus, expected agreements can be obtained in a timely and efficient manner, with negotiating parties committing to implementing what has been agreed on. Through this approach, notable variables and potential solutions under uncertain negotiation situations are quantitatively examined in the early stage and managed until the completion of PP. The proposed framework uses the fuzzy TOPSIS (technique for order preference by similarity to ideal solution) method to integrate the PP management process (PPMP) and the three-phase negotiating model. This study develops a practical framework using the scientific method to help close the gap and improve PP negotiations. Many project procurement (PP) negotiations do not work as expected. A gap remains between knowledge and practical behavior during negotiation settlements throughout projects. Negotiation is essential to the success of a project however, it has not been explored systematically in the project context. ![]() In recent years, organizations worldwide have widely applied the project approach in business and value delivery. ![]()
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