Communication and Negotiation Flashcards
Tell me about your negotiating style.
There are five primary negotiation styles: accommodating, avoiding, collaborating, competing, and compromising.
I align with compromising, in my role I understand the importance of maintain business relationships with stakeholders and landowners. As such you want to avoid being overly assertive unless required. Compromising usually means finding a good middle ground where both parties are benefitted
Why is negotiation important?
Conflict resolution
Maintaining relationships
Achieving best value
Personal development
What is principled negotiation?
Principled negotiation is an interest-based approach to negotiation that focusses primarily on conflict management and conflict resolution. Principled negotiation uses an integrative approach to finding a mutually shared outcome.
Instead of rigidly sticking to initial positions, principled negotiation encourages parties to identify and prioritize their underlying interests, needs, and concerns. By doing so, negotiators can often discover common ground that allows for creative solutions.
What can be a barrier to negotiating effectively?
Lack of preparation.
Poor communication.
Emotional factors.
Rigidity.
Lack of trust.
Information asymmetry.
Overemphasis on positions.
Time pressure.
Cultural differences.
Negative past experiences.
Power imbalances.
Inadequate problem-solving skills.
Inadequate BATNA assessment.
Negotiator biases.
Lack of patience.
Legal or regulatory constraints.
What would be a good way to facilitate negotiations in your role?
Mediation or concilation
Why do you consider that discussing matters in person might be effective?
Non-verbal communication.
Real-time interaction.
Building trust.
Conflict resolution.
Handling complex discussions effectively.
Encouraging active listening.
Immediate feedback and response
What are the alternatives to this?
Phone call
Virtual meeting
Why can these alternatives present challenges?
Limited Non-Verbal Communication: Many non-verbal cues, such as body language and facial expressions, are absent or less discernible in remote negotiations. This can lead to misunderstandings and make it harder to gauge the emotions or intent of the other party.
Misinterpretation: Written messages, emails, or text messages can be easily misinterpreted, leading to misunderstandings, conflicts, or unintended offense. The tone and context of a message may not come across accurately.
Difficulty in Building Rapport: Building trust and rapport can be more challenging when negotiating remotely. Personal connections and the development of relationships may be hindered, which can impact the negotiation process.
Lack of Immediate Feedback: In remote negotiations, there may be delays in receiving and responding to messages. This lack of immediate feedback can slow down the negotiation process and hinder effective communication.
Limited Social Interaction: Remote negotiations lack the social aspect of in-person meetings, such as sharing meals or casual conversation. These interactions can be valuable in establishing connections and creating a positive atmosphere.
Technical Challenges: Virtual meetings or online negotiations may face technical issues, such as poor internet connectivity or audiovisual problems, which can disrupt communication and lead to frustration.
What do RICS set out as best practice for the use of social media?
Use of Social Media: Guidance for RICS Members (2021)
RICS reminds members and firms of the high standards of professional behaviour required when using social media. Should make regard to the RICS Rules of Conduct
The RICS Professional & Ethical Standards require Members to promote trust in the profession and to treat others with respect. This applies to our online presence and communications, not just face-to-face or traditional media, such as emails, letters and meetings.
What RICS guidance is this best practice set out within?
Use of Social Media: Guidance for RICS Members (2021)
How do you use visual media to communicate with clients, e.g. before & after photographs?
Presentations - power points
Display data and financial analysis using data tables from excel
Site photographs (before and after)
Imagery from architects to illustrate schemes
When might RICS investigate a social media post?
RICS may investigate a social media post that adversely impacts upon public confidence or trust in the profession.
This includes posts that are:
Discriminatory (which would also breach the Equality Act 2010)
Dishonest
Abusive or threatening
Bullying, harassing or victimising another person or people
Shows a pattern of frequent or a high number of concerning posts
Ignores previous advice or warnings about RICS concerns, or a request from RICS to remove a post
RICS will not investigate posts that are critical of an organisation or its policies and performance and that use professional and respectful language. However, if the criticism is of an individual then they may investigate.
Following investigation, RICS may take disciplinary action in serious cases.
