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Fuzzy TOPSIS framework for promoting win-win project procurement negotiations.

Chien Chou Yu1, Jin Hua Luo1

  • 1School of Economics and Management, Sanming University, Sanming, China.

Frontiers in Psychology
|October 17, 2022
PubMed
Summary
This summary is machine-generated.

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This study introduces a framework to improve project procurement negotiations by integrating project management with a negotiation model. It quantitatively analyzes variables in uncertain situations, aiming for timely, win-win agreements.

Area of Science:

  • Project Management and Negotiation Studies
  • Decision Support Systems
  • Operations Research

Background:

  • Project procurement negotiations are critical but lack systematic exploration in project management.
  • A significant gap exists between negotiation theory and practical application in project settings.
  • Existing project procurement negotiations often yield suboptimal outcomes.

Purpose of the Study:

  • To develop a practical, scientifically validated framework to enhance project procurement negotiations.
  • To bridge the gap between negotiation knowledge and project management practice.
  • To improve the efficiency and effectiveness of negotiation settlements in projects.

Main Methods:

  • Integration of the Project Procurement Management Process (PPMP) with a three-phase negotiating model.
Keywords:
fuzzy TOPSISfuzzy set theorynegotiation processproject procurement management processwin-win project procurement negotiations

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  • Application of the fuzzy TOPSIS (technique for order preference by similarity to ideal solution) method.
  • Quantitative examination of variables and solutions in uncertain negotiation scenarios.

    • Main Results:

    • A framework for systematically managing negotiation variables and potential solutions under uncertainty.
    • Facilitation of timely and efficient agreements with enhanced commitment from negotiating parties.
    • Demonstration of the framework's operation through a practical example.

    Conclusions:

    • The proposed framework quantitatively addresses uncertainties in project procurement negotiations.
    • It promotes win-win outcomes and commitment to agreements, improving project success.
    • Offers a foundation for interdisciplinary research to refine project negotiation models.