C&N Questions

Question 1

What are the different forms of communication?

Answer 1

Verbal
Non-verbal (Body language, eye contact, gestures, appearance, etc.)
Written
Graphic
Presentation
Listening

Question 2

What are the barriers to effective communication?

Answer 2

• Verbal (Tone, clarity, language barriers, silence, etc.)
• Technical language (Jargon)
• Emotional
• Language barriers
• Disinterest
• Prejudice / Bias
• Interruptions

Question 3

What are some good negotiation skills?

Answer 3

1) Detailed research and preparation,
2) Preparing your ‘win-win’ and fall back situations,
3) Undertake a SWOT analysis (Strength, weakness, opportunities, threat)
4) Decide what is and isn’t negotiable,
5) Develop partnering approach rather than adversarial,
6) Attitude - The project must be the winner not individuals

Question 4

What makes a successful negotiation?

Answer 4

• Preparation and collating supporting documentation.
• Each party should get the chance to present their case in a calm forum.
• Identification of bargaining positions and politely making proposals.
• A swift confirmation in writing on what was agreed at the meeting and confirmation on what items still need to be actions and by whom.
• A confirmation of next steps to bring the negotiations to a close.

Question 5

What are the key steps when preparing for a negotiation?

Answer 5

1) Claim notification – Where the heads of claim are notified to the parties involved with notification out what claim items are being sought with general setting of the scene prior to the meeting.
2) Internal research and preparation – Where both parties undertake research and planning with initial responses being issued. Concession items and non negotiable items are usually identified internally within each team with planning of strategy & role’s being allocated prior to the meeting.
3) Organisation of the meeting - The time and venue for the negotiation meeting will be arranged followed by the actual meeting itself

Question 6

What happens during a negotiation meeting?

Answer 6

• Both parties should be allowed to discuss their position on the claim items being discussed and their reasoning for their position.
• All parties should look to maintain professionalism, remain calm, acting with respect and courtesy at all times.
• The meeting should take place ideally in a calm setting.
• Both parties should honor the agreements reached for the benefit of the project.
• Once the negotiation items are agreed they should be put in writing as soon as possible.

Question 7

Provide an example of when you had to handle a difficult negotiation?

Answer 7

• Think of a specific example for example an unclear design item not priced by contractor agreed at 50/50 to maintain relationships.

Question 8

Provide an example of your oral communication skills?

Answer 8

• I have been responsible for providing a number of professional presentations including to the board of St Francis Hospice.
• I have held site meetings with the contractor to discuss various issues & presented monthly reports within the meeting.
• I also use my oral communication and written communication skills when dealing with day-to-day issues on the phone, within meetings and on video call

Question 9

What must you establish before commencing a negotiation?

Answer 9

Written authority from the client to negotiate on their behalf.