Negotiations in Complex Projects

Marc Helmold (), Tracy Dathe () and Florian Hummel

Chapter 10 in Successful Negotiations, 2022, pp 203-209 from Springer

Abstract: Summary A project is a purposeful and usually unique undertaking that is carried out under specifications of time, resources, costs, and other elements, such as the use of human or operational resources (PM, http://www.pm-handbuch.com/begriffe/ , accessed July 7, 2018, 2018). Within projects, there are start and end dates set by the client within which the project must be completed. Project derives from Latin (Latin: proiectum, thrown forward). In the seventeenth century, the meaning “construction project” became accepted as the project definition in Germany (PM, http://www.pm-handbuch.com/begriffe/, Accessed July 7, 2018, 2018). Due to their growing complexity, projects place special demands on both the client and the contractor or order processor in terms of project management and thus also negotiation management. There are often multiple groups or departments involved in complex projects. Due to their complexity, projects involve significant negotiations with customers, suppliers, banks or other stakeholders. Examples of projects include the construction of a railway station in one of the metropolitan areas such as Stuttgart, e.g. Stuttgart 2, and the construction of an airport, e.g. construction and completion of the Williy Brandt Airport BER.

Date: 2022
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DOI: 10.1007/978-3-658-35701-6_10

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