Communication And Negotiation Flashcards
What are the various negotiating techniques?
- Competitive (win-lose)
- Collaborative (win-win)
- Compromising (split the difference)
- Avoiding
- Accommodating
- Problem solving
Which one do you favour?
Collaborative
How do you prepare for a negotiation?
- Do my homework
- Ask for a want out of the negotiation
- Listen to the other party
- Don’t rush
- Be prepared to walk away
- Don’t take anything personally
- Do not give anything away without getting something in return
Can you be open and honest when negotiating a Final Account?
Yes
How do you change style when dealing with clients, contractors and colleagues?
I am always professional with everyone, however with clients I am always professional, ensure they are listened to and meet their needs. With colleagues I ensure to engage in team building activities and with contractors I engage in more casual conversations to build rapport and strengthen relationships.
What factors would you consider before commencing a critical negotiation?
- Do my research and ensure I have my primary objective and a secondary fullback position.
- Do my homework on the other side
- Check market conditions
- Find common ground
How would you structure a professional report?
- Title Page
- Contents
- Executive Summary
- Intro
- Body
- Conclusion
What would you consider before delivering a technical presentation to the client team?
- Understand the audience, do they have any particular needs?
- Prepare content
- Keep slides visual and simple, keep words a minimum
- Prepare speech for each slide
- Engage with the audience
- Leave time for questions and feedback
Can you give me examples of different negotiation styles you may employ dependant upon the particular issue at stake?
- Competitive (win-lose) If a subbie has underperformed on a contract
- Collaborative (win-win) If a subbie has performed
- Compromising (split the difference) If a cost has occurred that is the result of mistake on more that one party
- Avoiding - if we have made a mistake and it is not worth negotiating with the client
- Accommodating - If I want to preserve a relationship
- Problem solving - when the issue is complex and requires joint input and open dialogue
Talk me through the key issues for you in the mechanical subcontractor’s account?
What was your negotiation strategy for dealing with the main contract and subcontract negotiations?
Main Contract - highest offer
Subcontract - lowest offer
Talk me through how you prepared for the negotiation on the main contract?
- Prepare my final account including adjustments (variable costs, instructions, L&E, Fluctuations, risk)
- Have my high offer with room to negotiate downwards
- My lowest offer I am willing to accept
How was the result of this recorded/communicated?
Issue of Final Account statement
What is a good negotiation?
When both parties walk away feeling like they got what they wanted from the situation.
