Negotiation and Decision Making to Develop a Public-Private-Partnership: A Case-Based Approach

Abstract

Decision making in practice varies from theoretical models and processes. Unpredictable and ill-structured operating conditions require dynamic resolution approaches underpinned by effective negotiation and decision making strategies to support collaborative work and partnerships. This short paper evaluates negotiation strategies and decision making approaches adopted to reach agreement for a unique Public-Private-Partnership. It examines how decision criteria were formulated and decision rules generated through negotiation process executions, and uncertainties addressed by adopting multi-criteria and evidential reasoning approach. Findings are presented to help improve business performance in future PPPs by making effective decisions based on experience gained through past process executions