13. ML2 Communication & Negotiation

Question 1

Give Some examples of Oral Communication

Answer 1

• Phone calls
• Reporting at meetings
• Facilitating/chairing meeting
• Client and bid presentations
• Staff presentations
• Contractor/consultant interviews
• Public speaking at seminars etc
• Listening skills

Question 2

Give examples of Written/graphical communication:

Answer 2

• Letters, memos and emails
• Report writing
• Programming
• Using drawn information – checking scales and revisions
• Using CAD documents

Question 3

What is good communication?

Answer 3

• Using the appropriate form of communication at the appropriate time and recording correspondences where possible.
• Do not use abbreviations with inexperienced clients; provide a glossary of abbreviations in reports.
• No jargon.
• After telephone calls, follow up with an email

Question 4

What are the Forms of negotiation

Answer 4

1. Competitive - “a gain for one party is an automatic loss for another”
   a) Confrontational
   b) Negotiators take positions
2. Cooperative – “the likely payoff for both sides is greater than if they did not enter into negotiation in the first place”
   a) Negotiators open to solutions rather than positions
   b) More likely to use problem solving techniques

Question 5

What are the four stages of negotiation?

Answer 5

1. Prepare – gather information, set objectives
2. Exchange information – put forward case, listen to others
3. Bargaining – give and take
4. Closure & commitment – agree a decision and be firm with it

Question 6

What are the basic principles of negotiation?

Answer 6

• Gather your information – have your facts
• Develop a common ground – build relationships
• Have a fair result in mind with an upper, lower, medium range – know your zone of possible agreement
• Take the views of the other party into consideration
• Make a decision and be firm with it