Communication and Negotiation Flashcards
What is a negotiation
A negotiation is described as a discussion aimed at reaching an agreement.
When are negotiations required in construction projects
- Tendering and procurement
- Agreeing Variations
- Agreeing Final Accounts
- Extensions Of Time
- Payment Terms
- Loss and Expense Claims
How do you Prepare for a negotiation
Understand why the negotiation was taking place. Define a ‘win-win’ and fall back positions.
Understand or estimate the other parities ‘win-win’ and fall back.
Identify areas of common ground.
Prepare evidence and rationale to support my case.
How is a negotiation typically undertaken;
Stage 1: Preparation - Acquire all the documentation, facts, data and information necessary to bring others into agreement
Stage 2: Opening Phase - Exchange information and present each parties objectives
Stage 3: Bargaining Phase - Assess the information provided by both parties and review potential outcomes
Stage 4: Closure Phase - this phase formally seals and binds the parties into the outcomes of the agreement.
What is a win-win agreement
A preferred outcome will typically benefit both parties. This is typically described as a win-win when the agreement reached cannot be improved further by any discussions.
