Professional Documents
Culture Documents
à à
à
à
The Characters of COB
G
G
Copy of the Contract ʹ (Please click in slide show view)
New Payment Schedule (Post Negotiation)
Cumulative Amount
Payment Details Completion % % of Amount millions(£)
10% 100%
G R
Î Delivery on time M Oct-82
Î Cost of Project agreed to 43 million Pounds + 5 million Pounds of Sub
Contractor also to be paid to COB
G
Î esponsibility of SF CoCo. taken over by COB
Î Contingency - part of project cost and to be paid as and when
occurred.
Î Shared supervision costs
Î Documents to be submitted with the final contract:
Î ÿnvironment standard certificates, Background info
Î Past ÿxperience and Post Installation ÿngineering staff to be retained
for further period of 3 years.
Main Challenges
G Building Trust
Î First level of negotiation: Obtain trust from the opposition
Î Transparency in dealings
G Gaining Commitment
Î Clearly defined roles and responsibilities
Î Listen attentively
G Managing opposition
Î ecognize and acknowledge the hierarchy
Î Attitude was defensive towards aggressive opponents
Î Second level negotiation: econcile differences yet
maintain our stance
Final Thoughts
G Most satisfactory
G The project was crucial to both parties
G In order to reach a consensus, it was important for both teams
to compromise
G Members of both teams stuck to their own specific roles
G The COB contractors transparent in their approach in the
project and respected emotions behind the urgency from the
government
G Both parties focused on building long term relationships
G The Government acknowledged the genuine interest displayed
in the project by COB
?