Communication and negotiation

Question 1

What did you learn in your business writing course?

Answer 1

Clear and inclusive language
Using positive language to promote collaborative approach

Question 2

What are examples of good negotiation skills?

Answer 2

Prior to entering
- Agreeing client’s objectives and negotiation strategy
- Establish non-negotiable points
- Research and preparation - including identifying ‘win-win’ and fallback positions, and areas of common ground
During
- Understand other side’s position
- Create a constructive environment
- Identify the best method of communication
- Collaborative rather than adversarial approach
- Maintaining clear communication with the client
- Walk away when necessary

Question 3

How did you show good communication skills in purley?

Answer 3

Communicated with client to understand their objectives prior to and throughout instruction

Question 4

How did you show good communication in Mayfair?

Answer 4

Spoke to local agents for market research

Question 5

Name some negotiation tactics

Answer 5

Win-win
Areas of common ground
Fallback

Question 6

You haven’t included any examples of negotiation here - tell me about a time you showed negotiation skills?

Answer 6

In Purley, I negotiated the rent review. I initially argued for a rent below my ERV, ‘falling back’ to my ERV as negotiations went on.
During negotiations, I considered the other side and my client’s position - as the tenant wanted flexible terms but I understood that the landlord would want more more for the added risk associated with this.

Question 7

Describe a ‘win-win’ negotiation tactic?

Answer 7

Exploration of both your positions, to find a mutually beneficial outcome
E.g. Purley retail - The client was seeking flexible lease terms, landlord happy to except these for a rental premium

Question 8

Describe a ‘areas of common ground’ negotiation tactic?

Answer 8

Look for what you both want e.g. in a lease renewal, likely both want to agree a new lease, avoid the expense of third party, both likely willing to compromise on this basis

Question 9

Describe a ‘fallback’ negotiation tactic?

Answer 9

E.g. in Purley, acting for a tenant, so initially quoted a lower rent than the ERV, so I could fall back to a rent in line with my client’s requirements

Question 10

What is LSHs ADR?

Answer 10

CEDAR - not for profit providing mediation services