1 - Communication and Negotiation Flashcards
What are the two types of negotiation?
Principled and competitive
What three things are needed for communication?
- Communicator
- Method
- Recipient
What are some typical barriers to communication?
- Time
- Technology
- Language
- Jargon
- Bias or prejudice
- Opinion
- Context
- Ambiguity
What are the four principles of principled negotiation?
- People - Separate people
- Interests - Focus on interests
- Options - Look at lots of options
- Criteria - Make it objective
What is principled negotiation?
Negotiation as a joint problem solving process.
What is competitive negotiation?
Negotiation where there is a winner / loser.++
What is communication?
The imparting or exchanging of information.
What is negotiation?
Discussions to reach a compromise or agreement.
If you chair a meeting how do you make it effective?
Set out an agenda
Have documents ready
Punctual
Take minutes
Allow everyone chance to speak.
What indicates success of a negotiation?
- Good preparation of client concessions and non-negotiables
- Record of instructions / costed breakdowns
- Both parties are happy.
- Formalise immediately afterwards
What is your negotiating style?
It depends on the situation. If there is a strong case for the client then I will get the best possible deal.
Alternatively I will look to collaborate to get a solution.
Give an example of when you successfully negotiated.
I managed to get a better price for an Asbestos R&D survey without compromising on scope.
I outlined what the clients budgets and expectations were and we came collaborated to reach an agreement.
What is ‘without prejudice’?
Statements made in a genuine attempt to resolve a dispute cannot be used as evidence.
What is an example of good feedback you’ve received.
Securing repeat business from the client at Strawberry Fields. Appointed to Dorking.
How would you prepare for a negotiation?
- Dependant on Principled or Competitive
- Understand what the client wants
- Know what a good / bad outcome would be
- Compromise if need be
What are your thoughts on email communication?
- Take great care when sending emails
- Easy to release sensitive info to incorrect parties
- Double check recipients
- Have the ability to create contracts / instructions
What would you do following a negotiation meeting where a verbal agreement was made?
- Formalise the agreement asap
- Written correspondence setting out what was discussed
- Request parties confirm
What are the benefits of cloud based storage systems?
- Information backed up
- Convenience
- Environmentally friendly
- Multiple users
What is the meaning of a non-disclosure agreement?
- Used to protect against the disclosure or sharing of any confidential data
- Clients will request signing of NDA
- Used for confidential, sensitive or innovative information to protect against it being used by competitors.
If two separate departments within your firm are working for two rival companies how would you ensure sensitive data was managed?
- Make client aware
- NDA’s
- Conflict of interest
- Letter of instruction to continue
- Physical separation
What things must companies put into place to ensure GDPR compliance?
- Raise awareness
- Audit all personal data
- Update privacy notice
- Review how you seek, obtain and record consent
What is a benchmark?
Agreed on site a worst case scenario to which you can compare.