Communication and negotiation

Question 1

How would you prepare for and act in a negotiation?

Answer 1

• Understand why the negotiation was taking place.
• Clarify the impact e.g. the importance of the relationship vs the outcome.
• Define what is negotiable and what is not.
• Define a ‘win-win’ and fall back positions.
• Understand or estimate the other parities ‘win-win’ and fall back positions.
• Identify areas of common ground.
• Prepare evidence and rationale to support my case.

Question 2

What has been your most successful negotiation?

Answer 2

I attended a meeting with the contractor of the neighbouring Site with whom we share a retained party wall. They had to complete their structural works (underpinning) before we could remove our whalers. They had notified us of a delay to their works which would therefore delay our works. I successfully negotiated a win-win situation for us which entailed paying for additional workmen on their site to complete the works which in turn enables us to commence our works as per the programme.

Question 3

Talk me through one of your negotiations

Answer 3

Rehearse my opening – ask the opening question to control negotiation.
• Convey confident, congruent communication – match body language and terms used, maintain eye contact.
• Manage expectations – Trade at low value, do not give a concession without trading it with reluctance.
• Be respectful but persistent – Assess offers on the spot and be courteous.
• Questioning – Ask open and closed questions to exert control.

Question 4

How would define a successful negotiation?

Answer 4

Doesn’t damage relationships and both parties win.

Question 5

What different styles can you adopt when negotiating?

Answer 5

• Collaborating (win win),
• competitive, (win, lose),
• compromising (I lose some I win some),
• avoiding (lose lose)

Question 6

How should you record an agreement at the end of negotiating?

Answer 6

Either get both parties to sign the agreement.

Or produce a written confirmation, i.e. via email of the agreements made.

Question 7

What are considered to be the four stages of negotiation?

Answer 7

• Preparation.
• Exchange.
• Bargain.
• Agreement/Implementation.