Comms & Negotiation Flashcards
Forms of Communication?
- Verbal
- Non-verbal (Body language, eye contact, gestures, appearance, etc.)
- Written
- Graphic
- Presentation
- Listening
Barriers to Effective Communication
- Verbal (Tone, clarity, language barriers, silence, etc.)
- Technical language (Jargon)
- Emotional / Language barriers
- Disinterest
- Prejudice / Bias
- Interruptions
Tell me some good negotiation skills?
1) Detailed research and preparation
2) Preparing your ‘win-win’ and fall back situations
3) Undertake a SWOT analysis
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
What makes successful negotiations?
- Preparation and collating supporting documentation
- Each party gets the chance to present their case in a calm forum
- Identify bargaining positions and make proposals.
- Bargain on concessions and compensation to reach final proposal
- Agree and confirm the deal; confirm who does what.
What are the key steps when preparing for a negotiation?
1) Claim notified / received (identify what the issue is, what needs to be negotiated,
who is involved, background research required)
2) Initial response & planning (what is stance, any bargaining power, aims, strategy &
how this fits with other party, what can be conceded, influence meeting by disclosing
information)
3) Preparing to meet (further detailed planning, negotiation team selection & role
definition)
4) Negotiation meeting
What happens during a negotiation meeting?
Should enter meeting with an open mind, be objective and establish a point at which
you would be happy to compromise. Let the other party air their side of events and
likewise. Be professional, remain calm. Meet at a common ground and obey an
agreement reached for the benefit of the project. Once agreed, put in writing
(instruction, legal letter).
Give us an example when you had to handle difficult negotiations.
??
Give me an example of your oral communication skills.
?/
What do you think about e-mail communication?
They have the same legal value than a letter and contracts can be inadvertly created
by e-mail.
We must therefore be very careful to the content and form of e-mail communication.
There tends to be lax as they are perceived as informal.
Always communicate in a professional manner even if other parties don’t.
Make sure that you select the correct recipient and do not show others’ e-mail
addresses without their consent.
What type of negotiator do you believe you are?
collaborative
I like to work with the contractor to find a solution that works for both parties.
What do you understand as relevant negotiation techniques?
prepare
listen
What would you consider before delivering a technical presentation to a client team?
easy to understand
relevant
lincoln north
Did you have to undertake any negotiations with contractors on this project?
no
lincoln north
Explain what reports you prepared for your client and how these were delivered/presented.
no reports but meeting minutes
What flooring did you go for at Lincoln fire station?
Polyuerethane Screed at 9mm thick, hand troweled.
