Engaging Stakeholders Early

This research article addresses the reasons why you want to engage key stakeholders early in the project, as early as project initiation.

2. Early Stakeholder Involvement and the Project Definition Process in Relational Contracting

2.2.6. Negotiating an Agreement

Once the preferred proponent has been selected, the customer and proponent start negotiating an agreement. However, the negotiations are not about the agreement's language, but about finding the alignment of the stakeholders' (proponents') interests. Therefore, finding common interests is the first step in collaborative negotiation. The exchange of the agreement's language comes second. If the agreement's language is exchanged first, it can divert attention away from the project's fundamental issues.

The negotiation process contains two sections. It begins with defining what outcomes and objectives the stakeholders want to achieve and any constraints lying behind those objectives. Then, the processes and rules needed to achieve those objectives must be determined. The processes may include building information modeling (BIM) and lean tools, such as Big Room, Last Planner, set-based design, standardized work, and target value design. The common rules are

(i) speak freely and express your thoughts,
(ii) listen to other people and respect their opinions,
(iii) encourage towards innovativeness,
(iv) commend when deserved,
(v) challenge yourself and others,
(vi) accept the consequences of your actions.