Communication and Negotiation Flashcards
What is communication?
The exchanging of information by speaking, writing, or using another medium.
Which forms of communication are you aware of?
Verbal either in person or via telephone (presentations, public speaking etc).
Non-verbal such as body language, eye contact, gestures and appearance.
Written for example e-mails, letters, reports.
Graphical information such as charts, diagrams and tables.
Presentations.
Video conference.
Give an example of a time you have used negotiation?
To negotiate the final account on The Kenilworth. I did this by assessing my position and issuing my comments to the contractor.
This formed the basis for discussions and I negotiated the removal/reduction of certain works, and came to a conclusion that all parties were happy with.
What should you consider if you are to have a successful negotiation?
Whether the relationship or the outcome is more important.
If it’s the relationship, go for a win-win
If it’s the outcome, go for a win-lose
What are some advantages of written communication?
Complex/technical information can be communicated via drawings/diagrams etc.
Creates a record of communication.
Information can be circulated to multiple parties.
What are some disadvantages of written communication?
Unclear whether the recipient has received the message.
You will not know if the recipient has understood the message.
It is much harder to ask questions and gain clarity.
What are the barriers to effective communication?
The over use of technical language that may not be understood by lay clients.
Emotionally charged and heated conversations when parties are unable to listen.
International language barriers.
Disinterest and boredom.
Interruptions and distractions.
Background noise pollution.
Poor call quality.
Examples of good written communication?
The message is short and precise.
Clear and easy to understand.
Well structured.
Recipient understands the message.
Name the types of body language?
Passive
Assertive
Aggressive
Covid & brexit impacts on communication and negotiation?
All online now.
Mediation & conciliation remotely.
More importance on clear concise communication to avoid conflicts.
What is negotiation?
Discussions to reach a compromise or agreement.
What would indicate the success of a negotiation on a final account?
Both parties come away happy, costs agreed and within the client’s budget.
What do you need to think about before entering a negotiation?
To what level I am authorised to negotiate.
Do I have sufficient facts and information.
The character of the person I am negotiating with.
What I want the outcome to be.
Areas I am willing to compromise.
What makes a successful negotiation?
Preparation and collating supporting documentation. Possible SWOT analysis.
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.
What is your negotiating style?
It depends on the situation, but if there is a strong case for the client then I would aim to get the best deal. However, I aim to be collaborative to find a resolution.